5 months ago
IS Sales Director for UKI CMT
Sales Capture Senior Manager
Infrastructure Services, Accenture Operations
Salary: £110-120k plus Sales Incentive Plan and excellent benefits package including car allowance.
Join Accenture and help transform leading organisations and communities around the world. The sheer scale of our capabilities and client engagements and the way we collaborate, operate and deliver value provides an unparalleled opportunity to grow and advance.
People in the Sales career track grow pipeline and sales by supporting, managing or leading the origination and/or closing of sales opportunities in a specific area or across a range of Accenture offerings. They progress by deepening sales skills and/or developing new related skills, growing into more complex sales roles, laterally, upward, or in their current role.
Role Description and Key Responsibilities
This job entails developing and directing the sales efforts for new client target acquisitions and/or directing protecting and growing business with existing clients. The focus is on identifying, qualifying and driving sales pursuit/sales strategy/shaping/closure efforts for Infrastructure Consulting, Transformation and Cloud Adoption, Digital Workplace, Network Transformation and IT Service Management.
This role will have a sales target. All positions have a base salary plus performance rewards/bonuses. All performance rewards/bonuses are based on achievement against the sales target.
Market Stimulation and Target Client/Buyer Identification: Identification of potential customers through the use of business contacts, communications with Accenture leadership and client teams, unsolicited communications, industry events, public speaking, conferences and/or other industry activities and sources. Initiate the demand for Transformational/Outsourcing engagements, in the assigned area/countries.
Engage in activities focused on generating client awareness of, and preference for, the company and its Cloud, Transformational and Outsourcing services. This may include disseminating knowledge/information valuable to potential clients, sponsoring seminars, workshops and trainings for clients, presenting in business forums, and organizing expert round tables.
Support the development of a consistent market presence that supports and sets up Accenture as a thought leader in Cloud Transformation and Adoption, Infrastructure Transformation and Outsourcing / Managed Services.
Relationship Responsibilities: Develop new, and leverage existing, relationships with potential buyers through client team introductions, in-person meetings, presentations, speaking engagements, business networking, telephone calls, emails, mailings, business forums, direct marketing, and/or other business or social outings.
Assist Accenture in “maintaining relevance” to these clients by developing trusted relationships with key buyers, influencers and decision makers, and where possible, senior management.
Client Demand and Opportunity Generation: Work with client teams, other sales directors, and relevant industry alliances, to identify specific sales opportunities. Work with Accenture client team(s) and key client contacts to build and present client-relevant, value-based solutions that meet client goals and objectives. Using appropriate sales processes and tools, determine and recommend, which opportunities to pursue. Leverage existing contacts and relationships for “quick win” sales.
Establish and maintain qualified sales pipeline of at least 3X to 4X annual sales target.
Sales Process Leadership and Deal Closure: Lead sales process for specific approved Cloud, Infrastructure Transformation, Digital Workplace, ITSM and Network Transformation opportunities, complying with internal sales stage entry/exit requirements.
Working with client team(s) leadership and client teams, and Industry leaders & sales directors, form and lead (sometimes support) opportunity pursuit teams through the appropriate sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of business development (BD) spend; construct and execute opportunity pursuit plans, including win themes, win tactics & action plan, relationship plan, and price-to-win; review solution plans, cost models and written proposals as appropriate to ensure alignment with a comprehensive sales strategy. Influence client’s selection process and evaluation criteria. Ensure that a competitive advantage is created, understood, and well communicated to client decision-makers.
Communications: Maintain strong professional relationships and required communications with appropriate client team(s), account leadership and team members, geography and Infrastructure Services leadership, pursuit team members, EALA sales leadership, EALA Sales Enablement, and the Cloud, Workplace, Network and Infrastructure Services organizations.
Maintain and report on sales/opportunity pipeline and pursuit plans. Communicate expectations for closure and requirements for success in opportunities, accounts and role. Actively participate in sales and technology trainings, meetings, reporting, and governance practices.
Reports to: GU IS Sales Lead & GU FS IS Portfolio Lead; Career Counselor: GU IS Sales Lead
Supervises: Typically has no supervisory responsibility, but leads virtual pursuit teams.
Travel as required (typically 50-80%)