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Communications, Media & Technology – Deal Execution Manager to Senior Manager

Job Location: Melbourne

Job Number: 00479605

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- Job description

Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions – underpinned by the world’s largest delivery network – Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. With approximately 411,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com.

 

Join Accenture and help transform leading organisations and communities in Australia and 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. Choose Accenture, and make delivering innovative work part of your extraordinary career.

 

People in our 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.

 

The Deal Execution Manager to Senior Manager contributes to profitable sales growth by achieving high deal quality focused on complex deal shaping, negotiation or bid management, often within both defined market and emerging markets.

 

You will play a pivotal role as bid manager, deal shaper and negotiator ensuring we have clear and compelling Value Propositions, Win Themes and Close Plans. You will bid manage qualified opportunities to closure, generally moving deals from Stage 1 to 2 to 3 and Closure.

 

Key Responsibilities:

  • Create sales campaign strategy with strong focus on value proposition, develop compelling, and compliant win strategies and proposals
  • Bring structure, process, content, leadership and focus to Capture/Win in a matrix environment
  • Deal orchestration and ensure deal compliance with internal controls and review criteria
  • 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 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 
  • Lead business negotiation for Accenture’s most complex deals, as defined by scope, size, and the nature of the issues
  • Advise executive leadership on current negotiation trends and behaviours within Accenture and the broader market
  • Meet with clients to help shape the deal/requirements and/or negotiate terms as appropriate
  • Provide thought leadership on financial deal shaping, including acquisition strategies, contract structure, pricing strategies and incentive plans
  • Sales Process Mastery: TASP, QSA, Close Plans, Deal Power Maps

Experience, Attributes and Qualifications

  • Minimum of 5 years selling professional services, consulting and outsourcing deals in a senior solutions, sales management and/or bid management capacity
  • Experience across Communications/Telecommunication, Media & Technology industry sectors
  • Strong knowledge of contract commercial constructs and key legal terms 
  • Demonstrate deep content, industry and business acumen within area of sales
  • Experience building relationships with and selling to C-level executive clients
  • Successful proven track record against multiple million dollar sales target
  • Excellent communication (written and verbal) and interpersonal skills
  • Excellent commercial, financial and business acumen
  • Effective negotiation, influencing and persuasion skills
  • Flexibility to travel
  • Minimum of a Bachelors Degree

Accenture is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion or belief, ethnic or national origin, disability, age, citizenship, marital, domestic or civil partnership status, sexual orientation, gender identity, or any other basis as protected by applicable law.

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