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Deal Execution Manager

Job Location: Location Negotiable

Job Number: 00589567

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- Job description

Role: Deal Execution Lead

Level: Manager

 

Key Responsibilities as follow:

 

As bid manager

       Work with deal team leadership for the development, refinement and execution of strategy and roles

       Ensure deal compliance with internal controls and review criteria

       Manage relationships with teaming partners, subcontractors, third parties and Subject Matter Experts (SMEs)

 

As deal shaper

       Apply Accenture’s sales process and sales campaign management methodology to a sales opportunity after qualification

       Manage interface with sales lead(s), legal, finance, contracting, human resources, recruiting, marketing, and other internal organizations

       Engage directly on all major outsourcing targeted opportunities to conduct or oversee product or offering positioning, key contracting terms/conditions, deal shaping and financial structuring, including pricing strategies and/or performance-based contracting elements

       Perform sensitivity analysis to maximize financial returns while minimizing risk, including competitive pricing analysis (e.g., price range/price-to-win targeting and Black Hat process)

 

As negotiator

       Lead business negotiation for Accenture’s most complex deals, as defined by scope, size, and the nature of the issues

       Convey to others the disciplined methodology and tools for following Accenture’s preferred negotiation methodology

       Advise and coach individuals or deal teams on how to develop strategy, prepare, conduct negotiations and debrief and lead negotiation workshops to advance executive skill sets

       Advise executive leadership on current negotiation trends and behaviors within Accenture and the broader market

       Meet with clients to help shape the deal/requirements and/or negotiate software license deal terms as appropriate

       Provide thought leadership on financial deal shaping, including acquisition strategies, contract structure, pricing strategies and incentive plans

       Contribute to profitable sales growth as a member of an opportunity deal team

       Create sales campaign strategy and ensure involvement of Accenture Leadership to develop winning, compelling, and compliant win strategies and proposals

       Develop capture tactics, competitive analysis, and teaming strategies that balance program risk and reward

       Support client delivery and business development teams in building relationships with client decision-makers and key influencers

       Ensure capture strategy and proposal activities comply with internal controls, ensuring corporate and internal reviews are conducted


Required Skills

       Experience in Sales and Sales Management processes

       Commercial acumen – ability to analyze and develop business cases and commercial constructs

       Risk management – ability to identify and mitigate risks

       Analytical and acute attention to detail

       Problem solving

       Project management

       Strong communication – ability to simplify complex data into understandable messaging and actions

       Strong stakeholder management

       Strong Excel and PowerPoint skills

 

Professional Requirements

       At least 5 years of experience in a comparable role

       Experience of leading and defining financial and commercial aspects of large programs and/or sales opportunity pursuits

       Experience working within a large, complex organisation

       Experience coaching teams

       Experience successfully working in a risk, regulatory, compliance and/or financial environment

       Experience of defining winnable client value propositions

       Proven ability to work independently and as a team member

       Good communication (written and oral) and interpersonal skills

       Good organizational, multi-tasking, and time-management skills

       Ability to be flexible and work analytically in a problem-solving environment

       Commercially astute and experience operating at senior/board stakeholder level

       Knowledge of financial and pricing constructs and commercial mechanisms, including risk/reward

       Knowledge of the Resources industry preferred

       Knowledge of the ASEAN region

       Sales and marketing skills preferred

       Financial qualification (desirable)

       Consulting experience preferred

 

All of our consulting professionals receive comprehensive training covering business acumen, technical and professional skills development.  You’ll also have opportunities to hone your functional skills and expertise in an area of specialization.  We offer a variety of formal and informal training programs at every level to help you acquire and build specialized skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with teammates. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.

 

Diversity and Corporate Citizenship

At Accenture, we take the widest possible view of inclusion and diversity, going beyond gender, race, religion, ethnicity, sexual orientation, gender identity and expression to create a work environment that welcomes all forms of backgrounds and differences. Accenture prides itself in being a good Corporate Citizen. We place Corporate Citizenship at the heart of our business and use our skills to create shared value with our stakeholders. We do this in a variety of ways, such as helping communities to build sustainable livelihoods, improving processes at not-for-profit organizations, or working to understand and reduce our own environmental footprint

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