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Sales Director
Aarhus V
Job No. r00204279
Full-time
Job Description
Accenture is a leading global professional services company, providing a broad range of services in strategy and consulting, interactive, technology and operations, with digital capabilities across all these services. With our thought leadership and culture of innovation, we apply industry expertise, diverse skill sets and next-generation technology to each business challenge.
We believe in inclusion and diversity and supporting the whole person. Our core values comprise of Stewardship, Best People, Client Value Creation, One Global Network, Respect for the Individual and Integrity. Year after year, Accenture is recognized worldwide not just for business performance but for inclusion and diversity too.
At the Industry X business group we embed innovation, intelligence, and sustainability in the way the world makes things and the things it makes. Industry X enables leaders to act quickly and confidently as they pivot to the future. We define Industry X as digital reinvention of manufacturing / engineering and believe that smart, sustainable, connected digital products and assets are about to create hyper-personalised industrial experiences, completely new levels of operational efficiency, transparency and traceability, tangible impact on sustainability and brand-new sources of revenue growth. Known for our ability to execute at speed, we help clients determine clear, actionable paths to competitive agility by bringing them new thinking on business and technology.
Role Summary:
Originate, shape, and sell large/complex sales opportunities, aligning Accenture’s value proposition to the strategic ambitions of our IX clients in Manufacturing and Engineering;
Manage sales across the full opportunity cycle, including origination, seeking qualification and funding approvals internally, creating value propositions and submitting proposals, shaping client pitches, participating in negotiations, and closing opportunities;
Lead the deal/bid team and work closely with the Client Account Lead, the client team and relevant IX subject matter experts;
Develop and manage the sales strategy;
Engage with senior stakeholders both at the client and within Accenture to secure the necessary support for the opportunity;
Own, develop, and manage relationships with key buyers and decision makers at existing and / or new clients.
Sales Capture leads have individual sales targets and are expected to manage Business Development spend on an opportunity
Qualifications
Role Detail (Responsibilities include but not limited to the following):
Grow a sales pipeline:
Proactively work with clients to shape the digital transformation of their core engineering and manufacturing operations. Lead client workshops and develop sales proposals;
Articulate a compelling and differentiating IX value proposition to the client
Understand Accenture IX assets, offerings and methodologies to frame the clients' issues
Commercial shaping of sales opportunities. Analyse and understand the client’s financial position and key priorities to determine key commercial terms and pricing mechanism
Collaboratively develop digital transformation focused sales campaigns aligned to the needs of specific industry clients, in areas such as connected products, connected operations, digital plants, connected workers, connected assets, and analytics.
Develop Relationships:
Proactively generate and build new client relationships and cultivate existing relationships to help identify new opportunities;
Successfully lead and align a complex/senior network of stakeholders to support sales opportunities.
Drive the Sales Process:
Drive sales opportunities to closure while providing discipline and rigor to the sales process as an expert on sales best practices;
Establish qualification, sales strategy and client stakeholder map
Work with client account teams to develop pro-active proposals, respond to RFPs, develop differentiated value propositions, and shape digital transformation solutions;
Lead the business negotiation with clients
Bring the right talent to sales opportunities at the right time: coordinate large, EMEA/global and diverse teams to deliver to often compressed client procurement timelines
Create a compelling vision for the deal outcome through active listening, storytelling and immersive experiences
Your experience should include (but not limited to):
A background in Manufacturing/Engineering or Technology (ideally with some digital transformation experience);
Strong business acumen;
Good blend of commercial, sales and technical skills combined with a consultative mindset;
Strong client relationship building and management skills;
Proven record of originating and closing large opportunities;
Proven experience of working on large and complex contracts within the professional services sector;
Exposure to developing client relationships with key stakeholders (including senior stakeholders) during a sales cycle;
Experience in collaborating with industry ecosystem partners;
Experience in planning, structuring and writing client proposals;
Strong understanding of commercial concepts and principles for large opportunities, for example (but not limited to), pricing mechanisms, payment terms and performance frameworks/regimes;
Experience negotiating large contracts, understanding key legal concepts and working with legal and contract management teams;
Experience in leading and managing an opportunity team to deliver high quality and timely sales proposals.
Benefits:
All our Sales professionals receive comprehensive training covering business acumen, technical and professional skills development. We offer a variety of formal and informal training programs at every level to help you acquire and build specialised skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom/virtual, or in collaboration with others.
The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.
You'll learn, grow and advance in an innovative culture that thrives on shared success, diverse ways of thinking and enables boundaryless opportunities that can drive your career in new and exciting ways.
If you’re looking for a challenging career working in a vibrant environment with access to training and a global network of experts, this could be the role for you. As part of our EMEA team, you'll be working with cutting-edge technologies and will have the opportunity to develop a wide range of new skills on the job.
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