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Sales Capture Lead - Health & Public Services

Job Location: Ontario - Toronto

Regional Description: Canada

Job Number: 00486861

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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 411,000 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

Choose Accenture, and make delivering innovative work part of your extraordinary career.  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. 

 

Join Accenture's Health & Public Sector team and embark on a fast paced career path to Managing Director that will allow you to utilize your deep industry experience and specialized skills to design, sell and lead industry defining transformation programs.  In this role you’ll use your expertise to drive opportunity—for the company and for yourself—while maintaining the flexibility you need to keep your career ahead of the curve.

 

The Sales Capture Lead is responsible for managing the opportunity from sales pursuit to close using deep sales process and offering expertise.  Developing relationships with key buyers and decision-makers at new and/or existing clients; protecting and growing the business. Acting as point of contact for resolution and escalation of all key items with the client and internally.

 
Responsibilities:

(1) IT Professional Services Sales:
  • Developing, Validating, qualifying, and closing opportunities with the Ontario Public Service (i.e., the Ministries of the Ontario Government) and the Ontario Broader Public Sector (e.g., agencies within the Ontario Public Sector). Understanding and presenting the entire Accenture services and solution portfolio.
  • Managing opportunities from sales pursuit to close with responsibility for qualifying the opportunity, developing and executing win strategies, coordinating internal approvals, coordinating internal sales pursuit resources, managing the RFP response (solution/proposition development, orals, pricing, legal reviews, etc.), and ensuring a competitive advantage is created and maintained throughout.
  • Manage the internal Accenture process to qualify RFPs for pursuit, including for any required internal approvals and opportunity reviews.
  • Manage and lead the Accenture bid responses to RFPs, including coordinating the Accenture win strategies, delivery solution, pricing and deal shape, credentialization, legal reviews and any other criteria as specified by the RFP.
  • Manage and lead the orals/interview process associated with procurements
 
(2) Relationship Development:
  • Effectively engage with the Ontario Public Service to identify and quality new professional services opportunities for Accenture. Specifically, develop and leverage existing relationships with potential buyers in Ontario Public Service (i.e., the Ministries of the Ontario Government) and the Ontario Broader Public Sector (e.g., agencies within the Ontario Public Sector) through personal meetings, presentations, business networking, telephone calls, personal emails, personal mailings, business forums, direct marketing, and/or other business or social outings.
  • Collaborate within Accenture and with the Ontario Public Service to originate new opportunities, shape the thinking and direction of those opportunities, understand and influence buyer values, and confirm Accenture differentiation and value proposition.
  • Collaborate within Accenture and with the Ontario Public Service to originate new opportunities that are well qualified for Accenture pursuit—ultimately resulting in RFPs that Accenture can successfully pursue.
 

(3) Client Demand Stimulation and Opportunity Generation:

  • Identify specific sales opportunities with prospective clients in the Ontario Public Service (i.e., the Ministries of the Ontario Government) and the Ontario Broader Public Sector (e.g., agencies within the Ontario Public Sector).
  • Work with the 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.) 

Basic Qualifications:
 

• Minimum of 10 years of experience with large systems integrations or as a customer with buying experience to same in the Ontario Public Service

• Minimum of 10 years of experience selling IT professional services in the Ontario Public Service

with large systems integration experience or as a customer with buying experience to same

 • 5 years of building a network and relationships with the Ontario Public Service, Ontario Municipalities and/or agencies in the Ontario Broader Public Sector, or as a customer with experience to same

• Requires identifying and assessing complex problems for areas of responsibility; creating solutions in situations in which analysis requires in-depth knowledge of organizational objectives.

• Requires involvement in setting strategic direction to establish near-term goals for areas of responsibility.

• Interaction is with senior management levels at a client and/or within Accenture, involving negotiating or influencing on significant matters.

• Ability to influence or complete assignments independently and to make decisions, as indicated by latitude to devise work products or plans, reliance on instruction and decision-making ability.

• Ability to assess and determine risk or consequences in the event of failure, as indicated by range of expected impact, such as within a team or across a team or area of responsibility and level of risk.

• Ability to meet travel requirements, when applicable 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
• Minimum of a Bachelors degree or equivalent work experience

 
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

• Ambitious and energetic with a proven ability to meet or exceed individual sales quotas

• Excellent communication (written and oral) and interpersonal skills

• Demonstrated leadership in professional setting; either military or civilian
• Demonstrated teamwork and collaboration in a professional setting; either military or civilian

 
 

 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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