Job Description

Role: Sales Capture

Location: Toronto, CAN

Level:  Senior Manager

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 success-based compensation that accelerates based on the total value of closed sales – 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.

 

This role is aligned to the Products industry practice as part of the North America sales team. Products industries include: Industrial, Transportation, Retail, Consumer Goods, Life Sciences.

 

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% or As Business Demands

 

 

 



Qualifications

 

Basic Qualifications

  • Minimum of 5 years’ experience selling large, complex consulting services e.g. 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 a minimum annual US$20M quota number 
  • Minimum of 5 years’ working within or selling to Industrial, Transportation, Retail, Consumer Goods, Life Sciences

 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 

 

Our Commitment to Inclusion & Diversity

At Accenture, inclusion and diversity are fundamental to our culture and embedded in our core values. We are committed to creating a workforce where our people can feel comfortable, be themselves and contribute. Like Canada itself, Accenture employees represent a tremendous variety of cultures, ethnicities, beliefs, backgrounds and languages. We offer an inclusive environment regardless of personal characteristics such as ethnicity, religion, gender, sexual orientation, gender identity or expression, age or disability.

Requesting an Accommodation

Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired.

If you would like to be considered for employment opportunities with Accenture and have accommodation needs for a disability or religious observance, please call us toll free at 1 (877) 889-9009, send us an email or speak with your recruiter.

Other Employment Statements

Job candidates are not required to disclose any offence for which a pardon has been granted.

Equal Employment Opportunity Statement

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.

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

Requesting An Accommodation

Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired.

If you would like to be considered for employment opportunities with Accenture and have accommodation needs such as for a disability or religious observance, please call us toll free at 1 (877) 889-9009 or send us an email.

Other Employment Statements

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

The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.

COVID-19 update:  The safety and well-being of our candidates, our people and their families continues to be a top priority. Until travel restrictions change, interviews will continue to be conducted virtually. 

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