Salesforce Products Sales Lead

Job Role: Salesforce Products (Consumer Goods & Retail) Sales Lead
Location: London
Salary: Competitive Salary + Package (Dependent on experience)
Career Level:  Senior Manager

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

Accenture have established a global commitment to Salesforce called the Salesforce Business Group (SFBG) ; a focused executive-level effort between Salesforce and Accenture, to turbo-charge our joint business, and deliver outstanding customer experiences for our clients. You will be part of an exciting environment -- we have the energy and pace of a start-up, merged with the stability of a well-established Salesforce capability (Accenture have been delivering Salesforce for over 15 years).  

The Salesforce Business Group exists to help our clients create the best customer and employee experiences on the planet. We do this through leveraging the best aspects of our deep knowledge of how to modernise organisations selling, service and operational functions across all key industries. With deep knowledge in the power of Salesforce’s multiple cloud offerings we help clients transform their employee and customer experiences. We believe that for organisations to be digital on the outside they must first optimise how they run their business with a clean digital core on which to conduct their operations. As a major global user of Salesforce ourselves we lead by example and are a great example of how we have modernised our sales, forecasting and commercial governance with Salesforce tools.

You will have the opportunity to scale our SFBG capability into Accenture’s Products network (Accenture's clients span the full range of industries around the world and include 91 of the Fortune Global 100 and more than three-quarters of the Fortune Global 500) and you will join a network of colleagues focussed on this vitally important marketplace. The Accenture’s Products network covers a broad range of client groups, ranging from producing lipstick to defence systems.

As a team:

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.

The Sales Teams lead the sale of large and complex opportunities at Accenture in the UK and Ireland across a variety of different industries. It is a dynamic team made up of Sales Leads, Deal Shapers and Bid Managers who lead and support opportunities that often combine the full breadth of Accenture. We work with most of the major clients across many market sectors, 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?  

• Develop relationships with key buyers and decision-makers at new and/or existing clients in the Consumer Goods and Retail markets

• Develop relationships with Salesforce’s Consumer Goods and Retail leadership and account execs to jointly engage in pre-sales and qualification activities

• Effectively engage with the C-suite to maintain their continued support of the Accenture and Salesforce propositions

• Use differentiators to shape propositions unique to the Salesforce-Accenture partnership

• Influence client’s selection process and evaluation criteria

• Facilitate the negotiations and closing activities

• Support efforts and/or gain client or Salesforce agreement for joint press releases, use of references, etc.

• Establish qualification and win strategy and power map

• Coordinate internal approvals and sales team resources; manage solution/proposition develop client interactions and relevant client demonstrations, etc.

• Participate as Sales Capture Lead role on MMS (our internal CRM system) from the Sales Role Blueprint and Credit Allocation (depending on level of experience).

• Interaction is with senior management levels at a client and/or within Accenture, involving negotiating or influencing on significant matters

• Champion the Salesforce cloud offerings both internally and externally, driving awareness of the value of Salesforce