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.