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Resale Senior Manager - Technology Fulfilment

Job Location: Location Negotiable

Job Number: 00658342

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- Job description

Role:  Resale Senior Manager – Technology Fulfilment

Accenture UK

Sales Senior Manager

Location: London

Salary: circa £80k plus Sales Achievement Bonus & 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:

Able to see the possibilities of partnership, these experts utilize deep understanding of Accenture and Alliance capabilities, offering, and technologies to identify existing and potential opportunities and clients to generate resale revenue and margin. They create value for clients by creatively solutioning with our partners. With an exceptional network and client relationships, they easily gain access to key buyers and decision makers.

 

What responsibilities will you have?

 

Client Satisfaction

  • Manage internal (Accenture engagement teams) and external (client) satisfaction to create ongoing relationships
  • Manage risk in the contractual terms with our clients

 

Opportunity Management – Within assigned client group or territory

  • Lead negotiation with client team executives to determine requirements and/or specifications and to shape the deal
  • Develop and execute strategies to win; socialize Alliances strategy with stakeholders
  • Lead the development of appropriate Alliances Services proposals and RFP response materials
  • Lead the development of appropriate Alliances Services CSA/Arrangement Letter language
  • Lead the client presentations and oral proposal activities as appropriate
  • Negotiate and close the sale(s) directly with the buyer(s)
  • Manage overall technology implementations
  • Provide post sale support and account management to ensure high client satisfaction
  • Develop, present and sell add–on work and renewals
  • Negotiate revenue sharing agreements that compensate Accenture for demand creation and implementation activities when resale is not possible
  • Resale margin forecasting by quarter and updating the same on a regular basis as defined by the business, currently bi-weekly

 

Territory Management – Within assigned client group or territory

  • Independently (or with others) understand overall Accenture activities. Generate and qualify potential opportunities/leads through the new business process, pipeline management, Alliances collaboration, client team discussions, networking, cold-calling, trade shows, public speaking, and by leveraging existing relationships
  • Develop and maintain relationships with potential client buyers, technology providers and engagement teams through target marketing and prospecting activities, networking with Alliances partners, telephone calls, personal emails, personal mailings, business forums, and/or other social gatherings
  • Identify specific sales opportunities within clients and/or targets
  • Determine which opportunities we should pursue using criteria such as highest probability of winning, profit potential, return on investment, level of effort, deliverability etc.
  • Grow the Business – Consistently add new clients
  • Effectively qualify in and out of clients
  • Win and Loss analysis with client teams and impact of Alliances partners

 

 

What skills & experience are we looking for?

 

Skills:

  • Able to plan and execute New Business campaigns into Accenture target customers and develop New Business territory plans.
  • Able to generate incremental revenues in net new resale accounts or dormant accounts (no resale for 2 years).
  • Use of full range of New Business development tools and techniques to develop insights and pipeline of well qualified opportunities to be accurately recorded in CRM and pipeline.
  • Demonstrable professional selling techniques and tools to originate new business opportunities and successfully convert to closed sales.
  • Manage internal (Accenture engagement teams) and external (client) satisfaction to create high value ongoing relationships that deliver incremental sales.
  • Experience in reselling the full spectrum of third party technologies from tradition HW to SaaS and third party services.
  • Accurate forecast management to achieve plan.
  • Contract management and ability to identify and manage commercial risk to comply with Accenture policy.

 

Experience:

  • Proven experience of developing technology resale New Business B2B customer relationships and revenues.
  • Strong experience of dealing with enterprise customers and the type of challenges they face.
  • A Proven track record of New Business sales in the IT technology industry.
  • Ability to lead C-Suite level dialogues to identify customer value and develop technology solutions. 

 

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 specialized 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 28th February 2019.

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

 

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