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Sales Origination Senior Manager - Health & Public Services

Job Location: Ontario - Ottawa

Regional Description: Canada

Job Number: 00503881

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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 more than 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.
 

Join Accenture's Health and Public Services Sales Team 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.

 

People in the 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 a more complex sales role, 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.

 

Sales Execution professionals involve multiple activities like target the right clients, grow quality pipeline, win profitable deals and manage sales activities with the objective of creating mutually beneficial, trust-based relationships that create value.

 

Business Development professionals represent individuals who generate and build client relationships leading to qualified opportunity identification and involvement throughout the sales cycle often in absence of an existing client relationship or opportunity. These individuals are usually primarily accountable for qualified pipeline generation but may also have some accountability for deal closure. Expectation is that close collaboration with client teams and growth platforms occurs throughout this process.

 

This Sales Origination Senior Manager role will have  a primary focus on Federal and Provincial government clients. They are responsible for working with existing Accenture Account teams to initiate, qualify and capture of sales opportunities. They will also develop and direct the sales efforts for new client target acquisition and/or direct the efforts to ensure execution of sales strategies geared toward protecting and growing business with existing clients.

 
Key Responsibilities: 
  • Sales: Developing, Validating, qualifying, and closing deal opportunities with Health & Public Services organizations. 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 of Bachelor's Degree
  • Minimum of 5 years of building a network and relationships at the C Suite level.
  • Minimum of 5 years of either software or services experience in the Health & Public Services industry
Preferred Qualifications:
  • 10+ years of sales experience and proven track record of achieving multi-million-dollar sales target in the consulting, systems integration and/or outsourcing segment selling solutions into the Health and Public Service client industry.
  • Deep understanding of and ability to sell services based upon a global delivery system highly desirable.
  • Advanced sales and marketing skills, including proven ability to carry and sell to personal sales quota.
  • Proven track record against multiple million dollar sales targets.
  • Deep understanding of transformational outsourcing.
  • Executive level presence and influence with client organizations.
  • Win strategy development
  • Value proposition development
  • Sales pursuit management,
  • Deal Qualification and Deal Shaping
Professional Skills Required: 
  • Exceptional relationship building skills and currently networked into the relevant business communities.
  • Highly self-motivated, individually driven, self-discipline, organized, and focused in conducting sales tasks.
  • Excellent negotiation, mediation, and conflict management skills.
  • Ability to guide others through complexity, ambiguity, and uncertainty.
  • Demonstrated leadership in professional setting; either military or civilian
  • Demonstrated teamwork and collaboration in a professional setting; either military or civilian
  • Strong verbal and written communications skills.
  • Ability to apply out-of-box thinking.

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