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Deal Execution Consultant

Job Location: Melbourne

Regional Description: Australia

Job Number: 00534232

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- Job description

Your career in Accenture Resources

 

Deal Execution Consultant

 

Do you want to shape the future of resources industries?

 

Join us to solve their most complex issues

 

As part of our resources team, you will work with key industry players in the Energy, Natural Resources, Chemicals and Utilities sectors around the world. The scope of your role, exposure to clients and cutting-edge technologies will provide an ideal platform to develop your exceptional consulting career.

 

Accenture Resources

 

Our Resources Group brings together people with first-class consultancy skills and specialist industry expertise. You will work with clients in the utilities, chemicals, energy (oil and gas), forest products, metals and mining industries. To join us here you’ll need the sharp thinking to develop innovative strategies, improve operations and reduce risk while offering solutions that span the entire energy value chain.

 

Role Requirements

 

The successful candidate will have the freedom to work across Accenture’s portfolio of clients and look for opportunities to add value and solve critical business problems. This resource will focus on bringing together the Sales and Delivery divisions of Accenture to lead, develop and implement both sales strategies and solutions, while also managing internal parties such as pricing, legal, commercial and proposal management.

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

  • Growing the practice, driving engagements, collaborative with business

  • Preference consulting in resources – utilities, mining oil and gas

  • Utilize corporate knowledge repositories, sales/campaign support personnel, and best practices

  • Manage interface with Sales Lead(s), Legal, Finance, Contracting, Human Resources, Recruiting, Marketing, and other internal organizations

  • Support Sales Lead in the following activities:

    • Creation of sales campaign strategy and ensure involvement of senior Accenture executives to develop winning, compelling, and compliant Win Strategies and Proposals

    • Development of capture tactics, Win Strategies, competitive analysis, and teaming strategies that balance program risk and reward

    • Development of client communications strategies/messages; establish/manage customer call plan

    • Facilitate corporate reviews; Create and lead presentation for Stage Reviews and obtain necessary approvals

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

    • Participation in ongoing deal qualification decisions

    • Support/lead Win Strategies, and other strategic opportunity events

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

    • Ensure capture strategy and proposal activities are compliant with internal controls; Accountable for ensuring corporate and internal reviews are conducted

    • Identify key members of the proposal team

      Promote a smooth transition from Sales Team leadership to Delivery Team ownership

  • 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

        Support bid management

  • Assist the Bid Manager to coordinate all the activities involved in executing the sales campaign driven from the win strategy

  • Support the creation of proposal materials (RFI, RFPs etc.) and other key events in the sales process including oral presentations, site visits and eAuctions

  • Provide PMO support including the opportunity campaign tracker, risks and issues and help the Bid Manager track BD

  • Support the development of the required internal approvals and to ensure the deal complies with internal controls

        Support deal negotiation

  • Support the development and execution of the negotiation strategy with the Negotiator or Sales Lead for Accenture’s deals

  • Acquire knowledge and executes the disciplined methodology and tools for following Accenture’s principled negotiation approach

  • Support the development of contract materials (e.g. Master Service Agreement, Contract Schedules, Statements of Work etc.)

  • Help coordinate contracting and negotiation input across internal and external stakeholders

        Support deal shaping

  • Support the Deal Shaper to develop a winnable value proposition and set of commercials

  • Support and assist with product or offering positioning, key contracting terms/conditions, deal shaping and financial structuring, including pricing strategies and/or performance-based contracting elements

  • Contribute in performing sensitivity analysis to maximize financial returns while minimizing risk, including competitive pricing analysis (e.g., price range/price-to-win targeting )

  • Help ensure integration across the financial and commercial analysis with Corporate Development Transaction Services (CDTS) for our larger deals

        Support profitable sales growth as a member of an opportunity deal team

  • Assist with sales campaign strategy to develop winning, compelling, and compliant win strategies and proposals

  • Execute developed 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

Qualifications:

  • Minimum of 3 years selling professional services, consulting and outsourcing deals in a senior solutions, sales management

  • Experience across Energy, Natural Resources, Chemicals and Utilities 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

About Accenture
 
At Accenture, we can help you build the career you dream of. Our success relies on ensuring our people enjoy the inspiring challenges, exceptional experience and flexibility they need to succeed at every stage of their career.
 

As a leading professional services company with more than 411,000 people working across 120 countries, your career can take many exciting paths spanning digital, strategy, consulting, technology and operations.

 

As part of a global diverse workforce you will help organisations across every industry imaginable improve the way they work. Join us and let challenging, interesting and enjoyable work become part of daily life.

 

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