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IS Sales Director for UKI CMT

Job Location: London

Regional Description: United Kingdom

Job Number: 00573717

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- Job description

IS Sales Director for UKI CMT

Sales Capture Senior Manager

Accenture UK

Infrastructure Services, Accenture Operations

Location: London

Salary: £110-120k plus Sales Incentive Plan and excellent benefits package including car allowance.

 

Introduction:

 

Join Accenture and help transform leading organisations 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.

 

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.

 

Role Description and Key Responsibilities

This job entails developing and directing the sales efforts for new client target acquisitions and/or directing protecting and growing business with existing clients.  The focus is on identifying, qualifying and driving sales pursuit/sales strategy/shaping/closure efforts for Infrastructure Consulting, Transformation and Cloud Adoption, Digital Workplace, Network Transformation and IT Service Management.

This role will have a sales target. All positions have a base salary plus performance rewards/bonuses.  All performance rewards/bonuses are based on achievement against the sales target. 

Market Stimulation and Target Client/Buyer Identification: Identification of potential customers through the use of business contacts, communications with Accenture leadership and client teams, unsolicited communications, industry events, public speaking, conferences and/or other industry activities and sources. Initiate the demand for Transformational/Outsourcing engagements, in the assigned area/countries.

Engage in activities focused on generating client awareness of, and preference for, the company and its Cloud, Transformational and Outsourcing services. This may include disseminating knowledge/information valuable to potential clients, sponsoring seminars, workshops and trainings for clients, presenting in business forums, and organizing expert round tables.

Support the development of a consistent market presence that supports and sets up Accenture as a thought leader in Cloud Transformation and Adoption, Infrastructure Transformation and Outsourcing / Managed Services.

Relationship Responsibilities: Develop new, and leverage existing, relationships with potential buyers through client team introductions, in-person meetings, presentations, speaking engagements, business networking, telephone calls, emails, mailings, business forums, direct marketing, and/or other business or social outings. 

Assist Accenture in “maintaining relevance” to these clients by developing trusted relationships with key buyers, influencers and decision makers, and where possible, senior management.

Client Demand and Opportunity Generation: Work with client teams, other sales directors, and relevant industry alliances, to identify specific sales opportunities. Work with Accenture client team(s) and key client contacts to build and present client-relevant, value-based solutions that meet client goals and objectives. Using appropriate sales processes and tools, determine and recommend, which opportunities to pursue. Leverage existing contacts and relationships for “quick win” sales.

Establish and maintain qualified sales pipeline of at least 3X to 4X annual sales target.

Sales Process Leadership and Deal Closure: Lead sales process for specific approved Cloud, Infrastructure Transformation, Digital Workplace, ITSM and Network Transformation opportunities, complying with internal sales stage entry/exit requirements.

Working with client team(s) leadership and client teams, and Industry leaders & sales directors, form and lead (sometimes support) opportunity pursuit teams through the appropriate sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of business development (BD) spend; construct and execute opportunity pursuit plans, including win themes, win tactics & action plan, relationship plan, and price-to-win; review solution plans, cost models and written proposals as appropriate to ensure alignment with a comprehensive sales strategy. Influence client’s selection process and evaluation criteria. Ensure that a competitive advantage is created, understood, and well communicated to client decision-makers.

Communications: Maintain strong professional relationships and required communications with appropriate client team(s), account leadership and team members, geography and Infrastructure Services leadership, pursuit team members, EALA sales leadership, EALA Sales Enablement, and the Cloud, Workplace, Network and Infrastructure Services organizations. 

Maintain and report on sales/opportunity pipeline and pursuit plans. Communicate expectations for closure and requirements for success in opportunities, accounts and role. Actively participate in sales and technology trainings, meetings, reporting, and governance practices.

Reporting Relationships:

Reports to: GU IS Sales Lead & GU FS IS Portfolio Lead; Career Counselor: GU IS Sales Lead

Supervises: Typically has no supervisory responsibility, but leads virtual pursuit teams.

Work/Travel Requirements:

Travel as required (typically 50-80%)

 

General Requirements/Must-Have Skills/Qualifications

Education:

A-Levels, Bachelors degree or equivalent university degree. Studies/degree in the following areas are preferred: information technologies, information systems, business, economics, technical engineering or natural sciences.  Advanced degree preferred.

Professional experience:

Extensive experience in consulting or high-value technology consulting sales. Industry expertise and experience in selling complex and/or large scale projects to Fortune 100 firms. Experience with building and managing C-Level client relationships, or C minus 1 level buyer relationships.

Demonstrable and proven track record in achieving services sales volumes of at least $10 million in consulting services. Transformational, business case lead sales pursuit experience is essential.

Industry Focused Expertise/Experience

Experience selling and providing related solutions into the Financial Services market (Banking, Capital Markets, and/or Insurance).  Ability to demonstrate and speak to the development of trusted relationships with clients (IT and/or business executives) within key/large Financial Services companies.

Must have an understanding of the main issues facing Financial Services companies’ IT and Business Executives today.

Domain/Offering Focused Expertise/Experience

Understanding of CIO agenda with regards to Cloud, IT operations, operational excellence, Digital Workplace, Networking Costs and Budgets, IT operational costs and sourcing, cost savings targets, IT process standardization, and infrastructure rationalization in general.

Experience with developing or shaping transformational concepts and ideas, even with outsource and co-source solutions. Provide a global perspective and experience to assist clients in solving complex challenges with Journey to the Cloud, IT operations, sourcing and operations management. Develop and drive client relevant business cases focused value propositions to senior client executives.

A history of, or being capable of, participating as an expert and consultant in IT operations management and sourcing is a strong asset.

 

Soft Skills

Leadership Experience:

Previous experience leading large-scale sales pursuits/efforts, and pursuit teams is strongly preferred.  The ability to align and direct the activities of several contributors (internal and external) on a single target, according to a single plan.  Ability to guide others through complexity, ambiguity and uncertainty to a clear solution.

Sales Affinity:

Proven experience and success working in (selling to) the executive suite. Focus on client relevant value proposition sales, including deal-shaping, business case driven transformation, phased returns-on-investment (ROI), transformational integration and multi-year fiscal analysis.

High momentum, coordination and organizational skills with pursuit and closure in mind.

Executive level presence and influence. Excellent business and industry acumen. Excellent negotiation, mediation and conflict management skills. 

Ability to develop (build) “trusted” and “buying” relationships from initial client team or partner introductions or unsolicited communications (e.g., cold calling or self introductions). Ability to clearly and quickly demonstrate yourself as an expert in IT operations/management and sourcing.

Analytical skills:

Value proposition, business case development, competitive analysis, price to win.

Reduction of complex ideas to simple key messages that align with client buyer values.

Application of market analysis and competitive analysis.

High team spirit: Participate and act as a co-operative leader.

Guide team to sales closure/win.  Seek guidance from leadership and assistance from other Accenture experts (industry, technical, sales, client, etc…).  

Close coordination with the client managers/leadership.

Active participants in a cross-EALA sales community.

What’s in it for you?

 

All of 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, 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.

 

On top of this, we have an extensive benefits package which includes 30 days’ vacation per year, gym subsidies, private medical insurance and 3 extra days leave per year for charitable work of your choice!

 

What are the next steps?

 

If this sounds like the ideal role, career and company for you, click below to apply.

 

If relocation is required in applying to this position, the appointment to the role would be considered an employee driven transfer meaning that the employee will be personally responsible for covering all relocation costs and any costs associated with dependents.

 

About Accenture

 

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 specialised 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. Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com.

 

Accenture is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion or belief, ethnic or national origin, disability, age, citizenship, marital, domestic or civil partnership status, sexual orientation, or gender identity or any other basis as protected by applicable law.

 

Closing Date for Applications 1st May 2018.

Accenture reserves the right to close the role prior to this date should a suitable applicant be found.

 

 

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