Job Description

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. They improve sales outcomes through process reengineering, sales talent management, incentive management, and operations optimization.
 
A 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; protects and grows the business. Acts as point of contact for resolution and escalation of all key items with the client and internally.
 
Job Description
 
This Sales Capture Manager will focus on selling ServiceNow consulting services and will manage all sales pursuit activities for Accenture within a defined list of accounts or territory.
 
You will be expected to develop and direct sales efforts to build new Service Now business within this defined list of clients 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, 
o grow quality pipeline
o 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 target accounts or 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 at 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.


Accenture Carnival

Carnival Corporation reimagines guest experiences with high-touch tech.
Read More

Qualifications

Basic Qualifications
 
Minimum of 8 years of sales pursuit management and account management experience
Proven experience selling consulting services in IT Services Management or IT Operations Management, preferably ServiceNow consulting and integration services.
CIO / IT Director level client facing experience
Proven experience in consultative selling at large enterprise level
Must have experience working in and navigating through large, complex, matrix environments to facilitate the sales process
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
the development of win strategies
Minimum of Bachelor's Degree.
 
Preferred Qualifications
 
ServiceNow Sales Certification
Experience in the financial services 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
Extensive experience in a leadership role driving and delivering consultant skills to multiple customers
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.

All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.

Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.

Accenture is committed to providing veteran employment opportunities to our service men and women.

Life at Accenture

Work where you're inspired to explore your passions and where your talents are nurtured and cultivated. Innovate with leading-edge technologies on some of the coolest projects you can imagine.

image

Work Environment

Be your best every day in a work environment that helps drive innovation in everything you do.

LEARN MORE

image

Training and Development

Take time away to learn and learn all the time in our regional learning hubs, connected classrooms, online courses and learning boards.

LEARN MORE

Learn more about Accenture

With over 450,000 employees in more than 120 countries, Accenture solves our clients' toughest challenges by providing a broad range of services and solutions in strategy, consulting, digital, technology and operations.

View All

Stay connected

Join our Team

Join Our Team

Search open positions that match your skills and interest. We look for passionate, curious, creative and solution-driven team players.

Keep up to date

Keep Up to Date

Stay ahead with careers tips, insider perspectives, and industry-leading insights you can put to use today–all from the people who work here.

Stay Connected

Stay Connected

Receive job alerts, latest news and insider tips tailored to your preferences. See what exciting and rewarding opportunities await.