Job Description

 Job Summary:

Sales & Pricing Performance powers a world-class sales organization. We position Accenture to compete, win and grow — to achieve high-performing sales and durable, profitable growth. We provide end-to-end support to Accenture Leaders and account and deal teams to bring differentiated value to our clients and achieve our bold growth ambitions.

The Third Party Advisory (TPA) Lead will elevate, broaden and deepen Accenture’s relationship with key Sourcing Advisor firms. This individual will do the following:

  • Enable the Sourcing Advisor community to fully understand and support Accenture’s strategy, capabilities, and offerings
  • Engage with Sourcing Advisors to position Accenture as a trusted service provider and thought leader to increase the pipeline and win rates of Sourcing Advisor led pursuits
  • Connect and support Accenture sales teams with Sourcing Advisors in the markets they serve  

Key Responsibilities:

ESTABLISH AND MAINTAIN SOURCING ADVISOR RELATIONSHIPS

  • Determine and maintain target list of Sourcing Advisors within each Market and Service, including Industries
  • Elevate, broaden and deepen Accenture’s relationship with Sourcing Advisors
  • Engage Sourcing Advisors to position Accenture as a trusted service provider and thought leader, leveraging subject matter experts and sales leadership
  • Educate, with the assistance of Markets and Services, including Industries, the Sourcing Advisor community on Accenture capabilities and differentiation as well as coordinate Sourcing Advisor briefings and workshops
  • Establish a regular cadence with target Sourcing Advisors to maintain and advance relationships and discuss opportunities;
  • Actively participate in Sourcing Advisor conferences and events
  • Establish and maintain the relationship map between Sourcing Advisors and select Accenture personnel in the applicable Markets and Services, including Industries

GROW A PROFITABLE SALES PIPELINE

  • Educate Accenture sales teams on the role Sourcing Advisors play
  • Connect Accenture sales teams with Sourcing Advisors in the markets they serve to drive potential opportunities
  • Recommend appropriate Sourcing Advisors to clients looking for a market perspective on a sole-sourced deal
  • Support sales teams and proposal efforts, as necessary and appropriate, on selected Sourcing Advisor led client opportunities
  • Work with Sourcing Advisors to recommend Accenture to prospective clients
  • Work with Sourcing Advisors to get coaching on on-going deals

 MEASUREMENT AND REPORTING

  • Track and report all Sourcing Advisor individual and deal interactions; mine data to keep relationship map current
  • Measure the pipeline growth, wins, and win rates of Sourcing Advisor led client opportunities
  • Routinely update sales leadership on the state of Sourcing Advisor program and relationships

Qualifications:

Knowledge & Skill Requirements:

  • Stakeholder Management – ADVANCED
  • Change Management – INTERMEDIATE
  • Sales Life Cycle – EXPERT
  • Business Process Development – EXPERT
  • Program/Action Development – EXPERT
  • Sales Excellence Programs – EXPERT
  • Sales Process and Procedure – EXPERT
  • Sales Tools – EXPERT

Educational Qualification

Must have: 

English language fluency (oral and written)

Skills & Work Experience

Must have: 

A minimum of 12 years of experience, with proven track record in developing and enhancing business services/processes.

Internal and client facing experience, strong strategic ability, business acumen and commercial awareness

Nice to have:

Understanding of Accenture Next Generation Sales objectives

Understanding of S&PP processes and tools desirable

Other requirements (please specify such as overtime, etc.)

Must be flexible with work hours according to shifting business needs

Create and execute high complexity workplans

Demonstrate understanding of S&PP services and how they drive the Next Generation Sales objectives for Accenture

Must have good internet connectivity and distraction-free environment for working at home, in accordance with local guidelines

May be required to travel occasionally

Additional Comments

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time

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Qualifications

About Accenture

Accenture is a global professional services company with leading capabilities in digital, cloud and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Interactive, Technology and Operations services—all powered by the world’s largest network of Advanced Technology and Intelligent Operations centers. Our 569,000 people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners and communities. Visit us at www.accenture.com

At Accenture, our philosophy is anchored in recognising that our people are multi-dimensional. We take an intersectional human approach to create a work environment where all people feel like they can bring their authentic selves to work, every day.

We believe that equality drives innovation. Our commitment to accelerating equality starts at the top with our board and CEO and extends across every part of the company. This comes to life when our people own the equality agenda, making it part of their jobs – every decision, every day – and feel free to speak up and to act.

We do not tolerate discrimination because of differences, such as age, ability, ethnicity, gender, gender identity or expression, religion, or sexual orientation. We want a workplace that is inclusive and diverse to that end we are setting bold goals and taking comprehensive action. To achieve these goals, we collect information that allows us to track the effectiveness of our Inclusion and Diversity programs.

Learn how Accenture protects your personal data and know your rights in relation to your personal data. Read more about our Privacy Statement.

At Accenture, our philosophy is anchored in recognising that our people are multi-dimensional. We take an intersectional human approach to create a work environment where all people feel like they can bring their authentic selves to work, every day.

We believe that equality drives innovation. Our commitment to accelerating equality starts at the top with our board and CEO and extends across every part of the company. This comes to life when our people own the equality agenda, making it part of their jobs – every decision, every day – and feel free to speak up and to act.

We do not tolerate discrimination because of differences, such as age, ability, ethnicity, gender, gender identity or expression, religion, or sexual orientation. We want a workplace that is inclusive and diverse to that end we are setting bold goals and taking comprehensive action. To achieve these goals, we collect information that allows us to track the effectiveness of our Inclusion and Diversity programs.

COVID-19 update:  The safety and well-being of our candidates, our people and their families continues to be a top priority. Until travel restrictions change, interviews will continue to be conducted virtually. 

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