Sales Capture Specialist

Job Role: Sales Capture Specialist

Location: London

Salary: Competitive Salary and Benefits

Career Level: Consultant

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 of 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.

“Across the globe, one thing is universally true of the people of Accenture: We care deeply about what we do and the impact we have with our clients and with the communities in which we work and live. It is personal to all of us.” – Julie Sweet, Accenture CEO

As a team:

The Resources UKI Sales Team is responsible for originating, selling, and closing complex contracts typically >$10m in value. It is a dynamic team made up of Sales Captures who lead and support opportunities that often combine the full breadth of Accenture service offerings. We work with most of the major clients across Resources sector (Energy, Utilities, Chemicals, Natural Resources), as well as working with new players in the industry. This is an exciting and vibrant team who bring to bear the best of sales at Accenture within a team environment that positively encourages growth and promotion.

What responsibilities will you have?

• Originate, shape, and transact large and complex sales opportunities, aligning Accenture’s value proposition to the strategic ambitions of our Resources clients (working under the direction of a Senior Sales Capture).
• 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.
• Collaborate with Accenture ecosystem partners.
• Contribute to the shaping of large and complex opportunities. Analyse and understand the client’s financial position and key priorities to determine key commercial terms and pricing mechanism, whilst delivering a strong Accenture internal business case.
• Organise the planning and execution of client pitches.
• Author responses to PQQ/RFI/RFP questions
• Manage Accenture approvals to build internal support for opportunities. This will include storyboarding and creating, written / visual content to share with senior internal stakeholders.
• Support a senior sales capture to create and execute on winning sales strategies to ensure competitive advantage is built and maintained, including but not limited to developing:
  • Value proposition: How we plan to shape our commercial and technical solution, and which points we emphasise to differentiate ourselves from the competition.
  • Relationship strategy: Determine which interventions need to happen to build key relationships with our clients and ecosystem partners. Develop a plan that describes how, when and by whom these interventions will be completed.
  • Competitive analysis: What we see our competitors doing in the market relative to the opportunity we are working on, and what mitigations we can put in place to strengthen our approach / solution.
• Coordinate large, global, and diverse teams (e.g., >20 people) to deliver to often compressed client procurement timelines.
• Help to prepare for negotiations for MSAs and Statements of Work.
• Manage pipeline and CRM records for your allocated opportunities / portfolio.