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Account Sales Lead

Job Location: Sydney

Regional Description: Australia

Job Number: 00671847

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- Job description

Join Accenture and help transform leading organizations and communities 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.

 

Employees 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.

 

Sales professionals drive the sales process and outcomes on a dedicated basis, growing a profitable pipeline and/or backlog of sales, through deal origination, sales negotiations and closure.

 

We welcome you to speak to us for the role of an Account Sales Lead (ASL). As a member of the Financial Services Sales Team this role will involve working of specific deals to drive opportunities as a deal team member or as an overall deal lead.

 

Overall Role and Focus

  • The account sales lead (ASL) is the person with primary responsibility for bringing the Accenture sales capability to the Financial Service account.
  • The ASL has responsibility to the leadership for ensuring the account sales target is exceeded.
  • The primary focus of the ASL is their personal input and leadership to closure of the major deals in the account sales pipeline (with consulting sales being driven by the relevant consulting MD and large complex being driven by “big deal team”).

To achieve the desired outcomes the ASL will personally lead the appropriate deals in the “$2m-$20m” range.  In leading and driving a deal the ASL is expected to do the following:

    • Effectively engage with buyers to maintain their continued support of the Accenture proposition
    • Influence client’s selection process and evaluation criteria
    • Facilitate the negotiations and closing activities
    • Manage successful transition of the opportunity to the delivery team
  • The ASL should on a deal understand they are responsible for the following:
    • Effective qualification and win strategy and power map
    • The coordination of internal approvals and sales team resources;
    • Participating as Capture Lead role on SAP OM from the Sales Role Blueprint and Credit Allocation
    • The ASL may supervise or manage other Sales Capture Leads or other sales team members in driving a deal to closure.

Key measures of success

  • The ASL will primarily be measured on deal closure and execution. Identify which stage 0 opportunities should be brought through and then focus on getting them closed.
  • Whilst the focus of the ASL role is deal closure, an ability to originate and to understand the key factors driving sales opportunities in their account is considered essential.
  • The role is remunerated through a SAB with 75% on direct sales and 25% by overall account sales performance.

Sales management

  • The ASL is expected to drive and coordinate a sales tribe culture within the account for all sales resources working on the account. It is assumed this would be demonstrated by holding regular sales team calls and reviews.
  • The ASL should ensure the data in MMS and other systems is reliable and able to be used by external parties for analysis and ensure that the Accenture sales methodologies and tools are being effectively deployed and used on the major account opportunities ie close plans etc.
  • The ASL is responsible for timely and accurate sales forecasting
  • On behalf of the CAL the ASL should manage BD spend in the account and ensure it is utilised effectively against the account sales objectives.
  • Whilst the ASL role has responsibility for the veracity of the sales data and sales process  it is important to note that the role is focussed on sales and not sales administration.

Required Skills

  • At least 5 years of experience in a comparable role in a Financial Service Industry
  • Experience in Sales and Sales Management processes
  • Commercial acumen – ability to analyse 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
  • 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

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 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 459,000 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.

 

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, marital, domestic or civil partnership status, sexual orientation, gender identity, or any other basis as protected by applicable law.

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