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Sales Capture Manager

Job Location: Ontario - Toronto

Regional Description: Canada

Job Number: 00577125

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- Job description

Location: Toronto – Fulltime Opportunity
 
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 more complex sales roles, 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.
 
The Sales Capture Manager manages the opportunity from sales pursuit to close using deep sales process and offering expertise. Develops relationships with key buyers and decision- makers at new and/or existing clients; protect and grow the business. Act as point of contact for resolution and escalation of all key items with the client and internally.
 
Job Description
 
Sales professionals improve sales organizations through process reengineering, sales talent management, incentive management, and operations optimization.
 
The Sales Capture Manager manages all sales pursuit activities for Accenture as it relates to the ServiceNow line of Business within a defined list of accounts or territory.
 
You are expected to develop and direct sales efforts for new client acquisition and to ensure execution of sales strategies geared toward protecting and growing business with existing clients.
 
Sales capture execution involves multiple activities that include, but are not restricted to;
  • Targeting clients of the right profile to, 
    • Grow quality pipeline
    • Win profitable deals
  • Managing all sales activities with the objective of creating mutually beneficial, trust-based relationships with Accenture Clients.
A professional at this position level within Accenture has the following responsibilities:
  • Collaborate with the Accenture client Account teams, including the Senior Executive, Client Account Lead and Client Senior Technical Consultant to develop and execute the opportunity pursuit strategy
  • Develop a territory management strategy for your accounts / region and track progress over time.
  • Help develop and maintain sales collateral specific to supported industry(s)
  • Personally develop and sustain client executive relationships within targeted accounts through personal meetings, presentations, business networking and/or other business or social gatherings
  • Personally develop and sustain regional ServiceNow sales team relationships through personal meetings, presentations, business networking and/or other business or social gatherings
  • Oversee the overall quality of delivery and execution of the Accenture services sold for Client ServiceNow program(s)
  • Proactively identify and drive opportunities for all targeted accounts within the defined territory
  • Prospect internally in Accenture and externally in local market to qualify opportunities using criteria including win probability, competitive landscape, client relationship, Accenture capability, deal profitability as defined by the Accenture sales process.
  • 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.
Basic Qualifications
 
  • Minimum 8 years - Sales Pursuit Management and Account Management
  • CIO / IT Director Level Client Facing Experience
  • Proven experience in Consultative Selling
  • Proven Capability in,
    • Lead generation at both territory and individual account level
    • Deal qualification
    • The development of value proposition / business cases
    • Deal shaping including pricing & profit optimization
    • Proven capability in the development of win strategies
  • Minimum of Bachelor's Degree.
 
Preferred Qualifications
 
  • ServiceNow Sales Certification
  • Experience with Accenture Sales Channel
  • Accenture selling methods
  • Experience in the financial industry
 
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 
  • Excellent communication (written and oral) and interpersonal skills.  Strong communication and presentation skills in articulating complex programs
  • Demonstrated leadership in professional setting; either military or civilian
  • Demonstrated teamwork and collaboration in a professional setting; either military or civilian
  • Extensive experience in a leadership role driving and delivering consultant skills to multiple customers
 
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 442,000 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.
 
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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