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Resale Senior Manager

Lugar de trabajo: Buenos Aires

Regional Description: Argentina

Número de la posición: 00568376

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- Descripción de la posición

Role Summary

Able to see the possibilities of partnership, these experts utilize deep understanding of Accenture and Alliance capabilities, offering, and technologies to identify existing and potential opportunities and clients to generate resale revenue and margin. They create value for clients by creatively solutioning with our partners. With an exceptional network and client relationships, they easily gain access to key buyers and decision makers.

Key Responsibilities

Asset Management & Client Satisfaction

  • Manage internal (Accenture engagement teams) and external (client) satisfaction to create ongoing relationships.
  • Manage risk in the contractual terms with our clients.
  • Manage internal (Accenture engagement teams) and external (client) satisfaction to create ongoing relationships.
  • Manage risk in the contractual terms with our clients.

 

Opportunity Management – Within assigned client group or territory

  • Lead negotiation with client team executives to determine requirements and/or specifications and to shape the deal.
  • Develop and execute strategies to win; socialize Alliances strategy with stakeholders.
  • Direct the development of appropriate Alliances Services proposals and RFP response materials.
  • Direct the development of appropriate Alliances Services CSA/Arrangement Letter language
  • Lead the client presentations and oral proposal activities as appropriate.
  • Negotiate and close the sale(s) directly with the buyer(s).
  • Manage overall technology implementations.
  • Provide post sale support and account management to ensure high client satisfaction
  • Develop, present and sell add–on work and renewals.
  • Negotiate revenue sharing agreements that compensate Accenture for demand creation and implementation activities when resale is not possible.
  • Resale margin forecasting by quarter and updating the same on a regular basis as defined by the business, currently bi-weekly.

Territory Management – Within assigned client group or territory

  • Independently (or with others) understand overall Accenture activities and identify and qualify potential opportunities/leads through the new business process, pipeline management, Alliances collaboration, client team discussions, networking, cold-calling, trade shows, public speaking, and by leveraging existing relationships.
  • Develop and maintain relationships with potential client buyers, technology providers and engagement teams through target marketing and prospecting activities, networking with Alliances partners, telephone calls, personal emails, personal mailings, business forums, and/or other social gatherings.
  • Identify specific sales opportunities within clients and/or targets.
  • Determine which opportunities we should pursue using criteria such as highest probability of winning, profit potential, return on investment, level of effort, etc.
  • Grow the Business – Consistently add new clients.
  • Effectively qualify in and out of clients.
  • Win and Loss analysis with client teams and impact of Alliances partners.
  • Independently (or with others) understand overall Accenture activities and identify and qualify potential opportunities/leads through the new business process, pipeline management, Alliances collaboration, client team discussions, networking, cold-calling, trade shows, public speaking, and by leveraging existing relationships.
  • Develop and maintain relationships with potential client buyers, technology providers and engagement teams through target marketing and prospecting activities, networking with Alliances partners, telephone calls, personal emails, personal mailings, business forums, and/or other social gatherings.

Skills/Qualifications

  • Advanced English skills (written and oral). Portuguese nice to have.
  • Good organizational, multi-tasking, and time-management skills.
  • Proven ability to create a business plan and execute against it.
  • Proven ability to motivate, lead, recognize and manage a high performance team.
Skills/Qualifications

  • Advanced English skills (written and oral). Portuguese nice to have.
  • Good organizational, multi-tasking, and time-management skills.
  • Proven ability to create a business plan and execute against it.
  • Proven ability to motivate, lead, recognize and manage a high performance team.

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