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Job Description
- Define sales win strategy and collaborate with team on driving execution.
- Focus on C level pitch and large deal sales origination.
- Bring structure, process, content, leadership and focus to Capture/Win in a matrix environment.
- Deal orchestration and ensure deal compliance with internal controls and review criteria.
- Apply Accenture’s sales process and sales campaign management methodology to a sales opportunity after qualification.
- Manage interface with sales lead(s), legal, finance, contracting, human resources, recruiting, marketing, and other internal organizations.
- Engage directly on all major opportunities to conduct or oversee product or offering positioning, key contracting terms/conditions, deal shaping and financial structuring, including pricing strategies and/or performance-based contracting elements.
- Perform sensitivity analysis to maximize financial returns while minimizing risk, including competitive pricing analysis.
- Lead business negotiation for Accenture’s most complex deals, as defined by scope, size, and the nature of the issues.
- Advise executive leadership on current negotiation trends and behaviours within Accenture and the broader market.
- Meet with clients to help shape the deal/requirements and/or negotiate terms as appropriate.
- Provide thought leadership on financial deal shaping, including acquisition strategies, contract structure, pricing strategies and incentive plans.
- Sales Process Mastery: TASP, QSA, Close Plans, Deal Power Maps
- Performance is measured by actual sales performed.
Qualifications
- Minimum of 8 years selling professional services, consulting and outsourcing deals in a senior solution, sales management and/or bid management capacity.
- Strong knowledge of contract commercial constructs and key legal terms.
- Demonstrate deep content, industry and business acumen within area of sales.
- Experience building relationships with and selling to C-level executive clients.
- Successful proven track record against multiple million-dollar sales target.
- Excellent communication (written and verbal) and interpersonal skills.
- Excellent commercial, financial and business acumen.
- Effective negotiation, influencing and persuasion skills.
- Flexibility to travel.
- Minimum of a bachelor’s degree.
Locations
Beijing, Guangzhou, Shanghai, Shenzhen
