Job Description

Manager / Contract Management

Location: Brazil / São Paulo-SP

Career Level: 7


Number Position: 00724492

Job Summary:


The CM Sales Manager supports highly complex and high risk deals, including working with Sales and Legal teams to support new opportunities with both new and existing Accenture clients.  As part of the Sales team, the Contract Sales Manager interacts closely with the Sales Lead/Market Marker, Complex Contracting, Solution Architect, Regulatory Reviewers, SMEs and other stakeholders to negotiate new client contracts and provide governance and compliance advice and support.  The CM Sales Manager works across various OGs and service offerings in line with business demands. 


In addition, this role works with the CM Mobilization Lead and team to mobilize new contracts and support CM Delivery teams with managing newly signed deals, in addition to providing advice to existing CM Delivery teams during a sale. 

Key Contract Management Responsibilities:


Sales Support

  • Provide commercial and contract support and advice to the sales team

  • Undertake / support deal shaping and help to set commercial strategy

  • Review solution and commercial proposition and align contract / terms accordingly

  • Work with Sales Lead, Market Maker and Complex Contracting to set out the negotiation strategy

  • Negotiate and draft / update / review contract and schedules and all other relevant contract documentation (e.g. NDAs, interim agreements, etc)

  • Propose risk mitigation strategies for the account team to help manage high risk areas during delivery


Sales Governance & Compliance

  • Provide input and advice for NBM (CapCo where relevant)
  • Provide input and advice for Opportunity QA (including QA tool) and work closely with QAD through the process
  • Support development of and provide input into CDP risk assessment


CM Delivery Mobilization

  • Provide input into CM budgets early in sales phase, including identifying staffing needs (skills, levels, etc) aligned with the deal
  • Support identification and engagement of CM Delivery resources


Contract Mobilization Preparation

  • Provide input into the CM Mobilization Plan, Interim Deliverables/Priorities, Risks & Issues, etc for relevant opportunities
  • Provide input into the Contract Awareness Pack and facilitate initial CA session with Account Leadership for relevant opportunities
  • Provide interim oversight for a newly signed contract (in collaboration with CM Mobilization Lead)
  • Provide advice and guidance based on negotiations / sales knowledge
  • Facilitate handover of client procurement / commercial relationship, including joint kick-off governance sessions
  • Works with other CM Sales & Mobilization team members to develop and integrate contract management pre-sales, Mobilization and delivery tools, templates, methods and processes within the team and across engagements

General Contract Management Responsibilities:

  • Responsible for the management and delivery of Contract Management services and support to the business unit, country or geography – this includes knowledge of each of the contracts in his/her domain
  • Responsible for consultation, escalation of business issues or CM positioning issues which are not solved satisfactorily by the project team. This includes being part of the escalation path, working with the GP or OG to solve the issue before escalation to the Regional Lead.
  • In conjunction with other members of the Contract Management leadership team, develops, disseminates and implements best practices consistently across the business units
  • Understands, supports, and enables business and strategy of the business unit or geography
  • Determines the effective and efficient assignment of duties to positions for Contract Management team, as well as engagement/project staff and outside contractors
  • Selects personnel for employment and work assignments for Contract Management team
  • Sets performance standards, evaluates work performance, and takes action to recognize excellence and to correct deficiencies for Contract Management team
  • Manages and maintains senior relationships within the operating groups
  • Working closely with the legal team lead, ensures seamless contract formation and contract execution support is delivered to the organization
  • Actively markets and promotes the contract management function within the business unit or geography
  • Promotes Contract Management and the expansion of the function into currently uncovered clients/fulfilling new business
  • Responds to complex inquiries regarding contract obligations and revisions
  • Identifies risks and issues, suggests alternatives that lead to resolution, trigger internal escalation process
  • Serve as key escalation point and provide judgment/assistance in identifying the real project risks for executive escalation
  • Achieves a reasonable level of understanding of Accenture’s major business areas (System Integration, Business Consulting and/or Outsourcing) in order to communicate effectively with project Senior Executives and provide relevant advice.
  • Reviews and manages contractual obligations of the parties and provides continual review to ensure that all terms and conditions are met
  • Ensures the project team is aware of the requirements of the contract and works with the project team to implement and monitor compliance of the contract
  • Develop local initiatives to enhance team spirit
  • Actively involved in Regional or Global Initiative
  • Focus on its team career development (including training)


  • Reports to:  Regional Lead for CM Sales & Mobilization LATAM
  • Accenture: sales teams, delivery leadership and teams, Complex / Transaction Contracting, CDTS, CFM, COET Lead
  • Client: Procurement, Legal, client stakeholders during sales and initial delivery/transition

#Accenture / Corporate Function

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Preferred Skills:

  • Bachelor’s degree
  • Master’s degree
  • Minimum of 6 years experience
  • Strong contract management, contract negotiation, drafting and communication skills
  • Strong knowledge in BPOs and Digital offerings

Knowledge and Skill Requirements:


  • Contract and commercial experience in both sales and delivery
  • Solid negotiation, influence, mediation and conflict management skills
  • High degree of commercial acumen
  • Understanding of business marketplace, the technology ecosystem and all aspects of Accenture’s business and offerings
  • Detailed understanding of Accenture opportunity and sales processes
  • Detailed understanding of Accenture policies and standards applicable to the sales and delivery phases
  • Detail oriented yet equally flexible, agile and comfortable with ambiguity 
  • Ability to work with and influence sales and delivery stakeholders at all levels of the organization and build credible relationships
  • Proven ability to manage multiple tasks under tight deadlines
  • Ability to be flexible and work analytically in a problem-solving environment
  • Excellent communication (written and oral) and interpersonal skills
  • Developed team building skills and supervision
  • Team player, including ability to work collaboratively and openly with a team with a breadth of skills and leverage individual and collective strengths to achieve team objectives
  • English Fluency and Spanish Advanced

This opportunity is extended to all people with disabilities. We ask that the type of disability be mentioned in the curriculum. Accenture is an employer that accepts applications from all walks of life and does not discriminate on the basis of race, religion or belief, ethnicity or national origin, disability, age, nationality, marital status, sexual orientation or gender identity or any other basis , which is protected by applicable law.

Todas as decisões de recrutamento e contratação devem ser tomadas sem levar em consideração idade, raça, credo, cor, religião, sexo, nacionalidade, ascendência, status de invalidez, condição de veterano, orientação sexual, identidade ou expressão de gênero, informação genética, estado civil, status de cidadania ou qualquer outra base protegida por leis federais, estaduais ou locais.

Os candidatos às vagas não serão obrigados a divulgar registros de condenações ou detenções, selados ou eliminados, como parte do processo de contratação. A Accenture está empenhada em fornecer oportunidades voltadas para os veteranos, nossos homens e mulheres de serviço.

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