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Sales Capture Senior Manager - Financial Services

Job Location: Ontario - Toronto, Quebec - Montreal

Regional Description: Canada

Job Number: 00683716

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- Job description

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. Choose Accenture and make delivering innovative work part of your extraordinary career.
 
This is an extraordinary opportunity to build a rewarding career – with excellent benefits – at Accenture. Working in highly collaborative teams for world-leading clients, we’ll nurture your talent in an inclusive culture that values diversity. While fast-tracking your career, you’ll have the flexibility to pursue your specialist passions. So, whatever your work and life goals, we’ll help you achieve them. Sooner.
 
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.
 
Job Description
Sales Capture professionals perform multiple activities like targeting the right clients, building a quality pipeline, winning profitable deals and managing sales activities with the objective of creating mutually beneficial, trust-based relationships that create value.
 
Sales Capture professionals handle and close opportunities, using deep sales process and industry knowledge, through the establishment of a win strategy and ongoing qualification. They coordinate all required internal approvals, identify required resources, manage solution/proposition development as well as manage client interactions during the sales process, facilitating the negotiations and closing activities.  They develop relationships with key buyers and decision-makers at new and/or existing clients, and protect and grow the business. They act as a point of contact for resolution and escalation of all key items with the client and internally.
 
Key responsibilities include:
Relationship Development: Develop and leverage existing relationships with potential buyers in the local region 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.
 
Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Engage in activities focused at generating client awareness of the firm and/or demand for its Services.
 
Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with internal sales stage entry/exit requirements. Construct and execute opportunity plan, including win themes, win tactics & action plan, relationship plan, deal shaping 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.
 
A professional at this position level within Accenture has the following responsibilities: 
Provides solutions to complex business problems for area(s) of responsibility where analysis of situations requires an in-depth knowledge of organizational objectives. 
Involved in setting strategic direction to establish near term goals for area of responsibility. 
Interacts with senior management levels at a client and/or within Accenture, which involves negotiating or influencing on significant matters. 
Has latitude in decision-making and figuring out objectives and approaches to critical assignments. 
Decisions have a lasting impact on area of responsibility with the potential to impact outside area of responsibility. 
Manages large teams and/or work efforts (if in an individual contributor role) at a client or within Accenture.

Travel: 50%

Basic Qualifications

Bachelor’s Degree 

Minimum of 5 years’ experience selling large, complex consulting services eg digital transformation, IT transformation, HR transformation, intelligent automation etc for a major global consulting firm 

Minimum of 3 years’ record of sales quota attainment against an annual US$20M+ quota number  

Minimum of 5 years’ working within or selling to the Financial Services industry 


Preferred Skills 

Experience selling large transformation deals leveraging automation and data analytics

Experience working with and/or delivering consulting related work within a large, matrix company environment 

Experience with C-level and senior executive client relationship building and relationship management 


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 

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


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.


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 469,000 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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