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Application Services Account Executive – Aerospace & Defense

Job Location: Quebec - Montreal

Regional Description: Canada

Job Number: 00631722

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- Job description

Application Services Account Executive – Aerospace & Defense
Location – Montreal – Fulltime
 
The Application Services Account Executive (AS AE) is accountable for driving all types of sales in the Application Services arena on new or existing assigned accounts and for improving sales efficiency & effectiveness by meeting and exceeding Application Services sales and revenue targets. The AS AE should be aware of existing rate card(s) for Application Services work, client profitability targets, and the competitive landscape/market conditions around pricing. The AS AE should work with the Client Account Lead and the Geography Sales Lead to identify profitable sales objectives for the account and sell work that are accretive to the client portfolio.
 
Typically, the AS AE is deployed to one client and is based at the client location.  In some situations, an AE supports two clients and in some cases,  there is more than one AE at large diamond clients. An AS AE works as part of the Account Leadership team under the sponsorship of the Client Account Lead, however on an overall level, reports to the Geography Sales Lead. The AS AE also works collaboratively with Technology Sales Leads (TSL), where both roles exist on an account and report to the Client Account Lead (CAL) for the account. The AS AE Account Executives are measured on sales and Annual Contract Value (ACV) achieved against target. In special cases, some client portfolios may utilize Account Executives in cross-client roles where specialized platform knowledge is required (e.g., SAP, Oracle). These Platform AEs typically will report to an OU AS Sales Lead and coordinate with any account-based AS AEs, CALs, and the platform partners regarding the pursuit or closure of opportunities.
 
The role requires a good understanding of Accenture’s Application Services (AS) offerings and campaigns that are launched each year, as well as how the client’s business needs can be met by Accenture’s capabilities. The AS AE role also requires one to be passionate about technology and its application to industry and have a continuous learning mindset. The AS AE plays a proactive role in collaborating with the CAL in account planning including defining an AS account strategy, Year-on-Year sales growth expectations for AS work and taking a proactive role in driving net new origination throughout the year.
 
The AS AE is expected to stay close to delivery status / challenges of jobs in their portfolio while maintaining relationships with client stakeholders. The AS AE is expected to stay connected with delivery counterparts and provide support from a relationship perspective, as needed. While it is expected that the AS AE will primarily originate and close net new sales, it may be appropriate for an AE to assist with renewals or extensions if there is not already a TSL or Delivery Lead in place or additional sales assistance is required.
Basic Qualifications:
  • 12-20 years of strong experience in sales, relationship management and account management in the IT services industry with top tier global delivery service providers.
  • Minimum 10 years of experience selling to Aerospace & Defense industry clients.
  • Fluent in French.
  • Minimum 4 years Bachelor’s degree. Additional MBA degree preferred.
 
Professional Skills Required:
  • Proven experience in a rapidly growing account.
  • Client relationship management and client acumen.
  • Contract management, negotiations and financial management.
  • Proven capability to building relationships with CXO/Director/VP level client contacts.
  • Deep Account Management and Project Management experience.
  • Solid understanding of new/Digital Technology and its impact on business and applications.
  • Good understanding of industry specific business issues and drivers.
  • Proposal/RFP creation and leading RFP/proposal presentations.
  • Demonstrated leadership, teamwork and collaboration in a professional setting; either military or civilian.
  • Passionate about learning.
 
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.

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 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.

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