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Industry X.0 GTM Senior Manager

Job Location: Melbourne

Regional Description: Australia

Job Number: 00590486


- Job description

Accenture Digital – Industry X.0 GTM Senior Manager
Join us to lead the digital revolution
The digital revolution is changing everything. It’s everywhere – transforming how we work and play. Are you reacting to the disruption each day or are you leading the way as a digital disrupter?
Accenture Digital is driving these exciting changes and bringing them to life across 40 industries in more than 120 countries. At the forefront of digital, you’ll create it, own it and make it a reality for clients looking to better serve their connected customers and operate always-on enterprises. Join us and become an integral part of our experienced digital team with the credibility, expertise and insight clients depend on. 
Job Description
Accenture Digital – Industry X.0 GTM Senior Manager
A new area within Accenture Digital is Industry X.0, which is Accenture’s approach to digitally reinventing the industrial sector.
In your role as an Industry X.0 GTM Senior Manager within our ANZ Industry X.0 team, you’ll lead Accenture’s go-to-market (GTM) in specific industry segments and help our clients take advantage of significant market opportunities as digital moves into the core of industry where virtual and physical converge. You’ll help our clients transform their core operations and enable them to pivot to new products & services, experiences and business & operating models.
The focus of this role will be on digital reinvention of value chains in Communications, Aerospace & Defense, Travel, Transportation and Logistics, Manufacturing, Chemicals, Mining, Oil & Gas and Utilities. As part of Accenture Digital, you’ll benefit from tailored career management and specialist skills that will fuel your ambitions in the Industry X.0 space.
Responsibilities include, but are not limited to:
  • Responsible for managing Accenture’s go-to-market for Digital Industry X.0 within specific industry segments, working closely with account teams and business services teams to drive origination, build pipeline and achieve sales targets
  • Proactively target existing and "whitespace" clients and lead the research/preparation efforts for large Industry X.0 deal propositions
  • Proactively originate and build client and client account relationships leading to qualified opportunity identification
  • Leverage Accenture's assets, client, industry, growth platform and subject matter experts and leaders to ensure that the sales value proposition to the clients will have maximum impact and effective progress.
  • Develop industry focused sales campaigns aligned to the needs of specific industry clients, in areas such as new connected products, connected operations, digital plants, connected workers, connected assets, and analytics
  • Work closely with our product development and offering teams to define our solutions so that they can be incorporated into our vertical offerings and support our product/roadmap enhancements, continuous feedback and improvements
  • Actively engage in the marketplace to drive awareness of our Industry X.0 proposition with targeted clients (tradeshows, research-led thought leadership, client roadshows, hackathons, etc.)
  • Orchestrate Industry X.0 demand generation activities through leading client workshops, developing sales materials (e.g., stage 0 sales deck, POCs, videos, customer-ready credentials, etc.)
  • Provide Industry X.0 offering sales support including working with client account teams to define pursuits, supporting sales RFPs, developing differentiated value propositions, solution shaping, commercial/pricing and functional requirements, engage offering deep SME or Product & Offer Development as necessary
  • Participate in account planning and other ongoing sales cadence initiatives
  • Transition effectively to a Deal Closing Lead and/or team to help ensure effective proposal to contracting process, will be involved in Deal Closing as relevant or required.
Basic Qualifications
  • 10+ years selling and/or delivering consulting and/or technology services
  • Minimum 2 years of recent experience in business development, sales or alliances of at least one of these domains: Digital Enterprise, Internet of Things (IoT), Industry 4.0, Digital Supply Chain, Digital Manufacturing, Digital Asset Management, Platform Business Models, Design-led Innovation, Blockchain, Digital Workforce
  • Experienced sales professional who can position a firm’s value to a client’s decision makers and align a client’s needs to the firm’s value
  • Experienced in working across various levels of client business functions to identify and deliver value
  • Experienced in developing and closing large value deals over multi-year contract terms
  • A proven track record of sales target achievement
  • Experienced in structuring, pitching and campaigning large scale projects to clients, targeting from executive reporting tier
  • Skilled in differentiating value propositions from the competition
  • Has experience with outsourcing, systems integration, cloud, analytics, BPO, digital or any combination of these services
  • Bachelor's degree
Preferred Qualifications
  • Experience in at least one of the following industries:
    • Aerospace & Defense
    • Telco & High Tech
    • Manufacturing
    • Mining
    • Energy & Utilities
    • Automotive
    • Industrial Equipment
    • Travel, Transportation and Logistics
    • Consumer packaged goods
  • Deep skills in large deal business development / solutions selling
  • Relationships and experience across one or more industry verticals, with ability to effectively facilitate CXO level discussions.
  • Application of out-of-box thinking
  • Excellent presentation, communication (written and oral) and interpersonal skills
  • Proven global expertise and perspective; executive level presence and influence
  • Strong organisational, multi-tasking and time-management skills
  • Excellent business acumen and industry insight
  • Proven pipeline management knowledge and skills
  • Strong supervisory, coaching and project management skills
About Accenture
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 specialised 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 425,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives.

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