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Deal Execution Senior Manager - Aerospace & Defense (H/F)

Lieu de l'offre: Toulouse

Regional Description: France

Numéro du poste: 00643748

POSTULEZ SAUVEGARDER CETTE OFFRE

- Description du poste

Accenture is seeking a Deal Execution Senior Manager for France to contribute to profitable sales growth. As a Deal Execution Senior Manager you will be expected to originate and drive sales through big programs for major Aerospace & Defense (A&D) companies, specifically focused on Paris region.
In close cooperation with existing teams, you will originate and sell significant value-led transformation programs, deliver change and value for the business through new industry capabilities and technology solutions at our clients:
  • You will originate and sell solutions based on deep A&D industry insight and relationships integrating the breadth of the Accenture’s services
  • You will build durable senior client relationships, display deep sales acumen and excellent communications skills
  • You will work with a team of Senior Leadership to influence and execute the go-to-market strategy for the Aerospace & Defense portfolio
 
People in the Sales career track grow pipeline and sales by supporting, managing or leading the origination and/or closing of sales opportunities 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.

The Sales Capture Senior Manager manages the opportunity from sales pursuit to close using deep sales process and offering expertise. Develop relationships with key buyers and decision-makers at new and/or existing clients; protect and grow the business. Act as point of contact for resolution and escalation of all key items with the client and internally.
 
Sales Execution professionals involve multiple activities like target the right clients, grow quality pipeline, win profitable deals and manage sales activities with the objective of creating mutually beneficial, trust-based relationships that create value.

Sales Pursuit and Closure professionals represent individuals who manage and close opportunities through the establishment of a win strategy, ongoing qualification, coordinating all required internal approvals, identification of required resources, management of the solution/proposition development, management of client interactions during the sales process and facilitating the negotiations and closing activities.
Your Responsibilities
 
  • 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.
  • Originate, pursue and sell large programs that drive significant impact / value for our client
  • Combining the different entities, offerings and thought leadership from within Accenture to maximize the value we deliver to our clients
  • Pursue and cultivate trusted advisor relationships with decision makers/influencers within the client organization(s) to drive business development activities
  • 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.
  • Collaborate with Client Account leadership to identify potential sizeable opportunities create sales campaign strategy to develop winning, compelling, and compliant win strategies and proposals 
  • Assist with key contracting terms/conditions, deal shaping and financial structuring, including pricing strategies and/or performance-based contracting elements
 

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 determining 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: 10%
Your Qualifications
 
  • Leadership experience with relevant sales experience in a consulting or professional services firm 
  • Consistent track record / demonstrated experience in selling complex, transformational initiatives
  • Understanding of key challenges in High Tech Industry / relationships with clients in the Eindhoven High Tech region, ideally electronics and semiconductors
  • Preferably prior experience leading large programs including handling clients and scope, risks and issues, schedule and progress, resources and people, third party vendors, etc.
  • Strong verbal and written communication skills, presentation skills, team working skills and ethical standards. This individual should be looked upon as a role model who instils the pride, values and integrity of Accenture in his/ her team
  • Fluent in English, both spoken and written
  • Minimum of 3 years selling large, multi-tower, complex traditional consulting/IT services, BPO and/or Infrastructure deals for a major global consulting firm; Selling Transformation program deals preferred
  • Minimum of 8 years selling other outsourcing solutions for a global consulting firm; A&D sales experience preferred
  • Minimum of 3 years record of sales quota attainment against an annual 20M+ quota number (average deal size minimum $5M - $10M)
 
Preferred skills
 
  • Experience selling large Digital transformation deals
  • Experience working with and/or delivering Engineering, Manufacturing, Supply Chain and Customer Services related work within a large, matrix company environment
  • Experience with C-level and senior executive client relationship building and relationship management
 
In terms of the performance and personal competencies required for the position, we would highlight the following:
 
  • Executing for results: Show the sense of urgency in executing against a high-reaching Sales plan; high-reaching, enjoy fast growth environments and have the energy and endurance to succeed.
  • Complexity: You will be required to identify and assess complex problem for area of responsibility and create solutions by interacting with clients and internal teams.
  • Business Acumen: Understanding of the evolving trends and business drivers for high tech companies and possess a good understanding of all-round performance metrics, both financial and operating. An understanding of how these companies are positioned and differentiated in the marketplace and how their business choices create growth and performance opportunities and threats is required.
  • Building relationships and using influence: Have high impact and gravitas to build their brand internally. Have a team-oriented and collaborative working style, both with clients and those within the organization. Interpersonally, you will need to have cultural astuteness, ethic rigor and a strong, healthy ego. You will need the finesse and sophistication of working within a matrix environment where the calibre of executives is high. You will be expected to be a trusted advisor to clients and internal stakeholders and must demonstrate a high degree of sales affinity (business development, account development).
  • Leading teams: Be a market validated expert in your local market and therefore attract top talent to help build out the team. A track record of leading and developing high-performing, content rich teams will be critical. You will need to lead by example and set the highest benchmarks for professionalism and performance expectations
  • 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
  • Excellent leadership and management skills
 
All of our consulting professionals receive comprehensive training covering business acumen, technical and professional skills development. You'll also have opportunities to hone your functional skills and expertise in an area of specialization. We offer a variety of formal and informal training programs at every level to help you acquire and build specialized skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with teammates. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.

Are you interested? 
 
Are your ready to join Accenture and change the world around you?  Then we would be eager to get to know you. Accenture cares about privacy and we process personal data in accordance with our privacy statement. In order to be compliant with our privacy policy, we kindly request you to apply for the position on the Accenture website. For more questions or information about the vacancy please contact recruiter Meriem Chaib (meriem.chaib@accenture.com).
 
Innovation is about bringing different people, ideas and perspectives together. As an equal opportunities employer, Accenture welcomes all applications and does not discriminate.
 
About us
 
Accenture solves the toughest technological challenges through standout strategy, consulting, digital, technology and operations. Working with over three-quarters of the Fortune Global 500, we drive innovation and shape world around us. With expertise in more than 40 industries and all business functions, we deliver ground- breaking outcomes for a new digital world.

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