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Application Services Sales Senior Manager - Products/Retail Industry

Job Location: Quebec - Montreal

Regional Description: Canada

Job Number: 00477957

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- Job description

 

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 approximately 384,000 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.

 

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 innovative work part of your extraordinary career.

 

Are you ready to shape, solution and deliver technology application services to drive digital transformation across clients' retail/product lifecycle in a connected Internet of Things (IoT) world?

   

Key Role

The Account Executive - Senior Manager works closely with leadership to drive Application Services (Systems Integration / Application Outsourcing) business.  They manage the origination and closing of sales opportunities, by coordinating sales efforts for Application Services across their portfolio.  Account Executives - Senior Managers also ensure the profitable delivery of work and influence the client strategy. 

 

Account Executives act as influencers and experts, building Accenture Application Services business across a client to drive high performance. They drive incremental sales on existing assigned accounts to include but not limited to testing, factory development, project control services or other Application Services businesses. They build and deepen relationships to expand work in new areas of the business helping their clients to see the possibility of the future through differentiated offerings and services.

 

Responsibilities include:

 

Sales:  Developing, Validating, qualifying, and closing Services, Technology and Operations opportunities to retail companies. Understanding and presenting the entire Accenture services and solution portfolio.

 

Relationship Development:  Develop and leverage existing relationships with potential buyers through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, direct marketing, and/or other business or social outings. When identifying new leads outside assigned target clients, work with appropriate parties to determine best Sales Leadership decision, transition lead to other party as appropriate.

 

Client Demand Stimulation and Opportunity Generation:  Identify specific sales opportunities within existing and prospective clients. Work with client's team to determine requirements and/or specifications, build client value proposition and shape the deal; using appropriate sales processes and tools, determine and recommend through the appropriate New Business Meetings/forums which opportunities to pursue and obtain Business Development (BD) funding and support. Engage in activities focused at generating client awareness of the firm and/or demand for its Services (may include developing/sending promotional materials, presenting in business forums, charitable activities, business associations, etc.).

 

Sales Process Leadership:  Lead Sales Process for specific approved opportunities, complying with internal sales stage entry/exit requirements. Working with Operating Group leadership, form and lead the opportunity pursuit team through the sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of BD spend; Construct and execute opportunity plan, including win themes, win tactics & action plan, relationship plan, and price-to-win; Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy, win themes, and price-to-win; Establish and maintain qualified sales pipeline of a minimum of 3X annual sales target.

 

 

Basic Qualifications

  • Minimum 5 years successfully selling multi-million dollar deals against an individual quota/target exceeding $10M/year
  • Minimum 3 years’ experience selling Accenture type offerings to the retail industry or products industry
  • Minimum 4 years developing, maintaining and obtaining meetings with new and existing C-level relationships beyond the CIO
  • Bachelors or an advanced degree

Professional Skill Requirements

  • Proven ability to build, manage and foster a team-oriented environment 
  • Proven ability to work creatively and analytically in a problem-solving environment
  • Desire to work in an information systems environment

It is currently our objective to assign our people to work near where they live. However, given the nature of our business and our need to serve our clients our employees must be available to travel when needed.

 

Accenture does not discriminate on the basis of race, religion, color, sex, age, non-disqualifying physical or mental disability, national origin, sexual orientation, gender identity or expression, or any other basis covered by local law.   Accenture is committed to providing employment opportunities to current or former members of the armed forces.
          
We are committed to employment equity. We encourage all people, including women, visible minorities, persons with disabilities and persons of aboriginal descent to apply.

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