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Sede annuncio: Milano

Regional Description: Italia

Codice annuncio: 00523295

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Digital Marketing Sales & Account Lead

Role Summary
The Digital Marketing Sales & Account Lead (Sr. Manager) will be key to driving the continued expansion of one of Accenture’s fastest-growing offerings, Digital Marketing Services, to the Global 200 large-scale marketing enterprises in in Europe and Latin America geography. The Digital Marketing Sales and Account Lead owns the sales process and outcomes, leading a pursuit strategy through the origination and closing of specific sales opportunities in both established and new accounts. He/she develops relationships with key buyers and decision-makers at new and/or existing clients, creates strong value propositions, and acts as the point of contact for resolution and escalation of all key sales pursuit and account-related items with the client and internally. 
The candidate is responsible for leading the client engagement and sales process for digital marketing opportunities from point of origination, sales pursuit and negotiation to closure using deep sales process and expertise of the digital marketing capabilities.
Overall responsibilities:
  • Develop relationships with key buyers, influencers and decision-makers for marketing services at new and/or existing clients – this can include but are not limited to stakeholders in marketing, procurement, IT, global operations, and shared service structures.
  • Effectively engage with the C-suite to maintain their continued support of the Accenture proposition
  • Effectively develop internal relationships and create awareness of the Marketing-as-a-Service / marketing BPS offering with key account executives and stakeholders and support the translation into tailored value propositions specific for individual clients.
  • Work with key account teams to influence client’s selection process and evaluation criteria
  • Work together with solution, delivery and sales teams - facilitating the solution and value proposition shaping process to ensure differentiation and value in our offering to the client.
  • Facilitate the negotiations and closing activities
  • Manage successful transition of the opportunity to the delivery team
  • Support efforts and/or gain client agreement for press releases, use of references, etc.
  • Manage the opportunity from sales pursuit to close
  • 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.
  • Ensure a competitive advantage is created and maintained
  • May supervise or manage other Sales Capture Leads or other sales team members
The successful candidate will have at least 10 years of experience working as a digital account director for a large sized digital agency, marketing services provider, or marketing BPO provider. Proficiency in digital marketing tactics, operations and strategy, with focus on campaign, content, search & analytics; social media is also desirable. Excellent client management skills, with the ability to work in a fast-paced environment, managing stakeholders in multiple geographies, both on onshore and offshore. Excellent spoken and written language skills in English (mandatory).
  • Bachelor’s Degree
  • Minimum of 10 years’ experience in Marketing and/or Digital Marketing 
  • Minimum of 5 years’ Sales Pursuit Management experience 
  • Minimum of 5 years’ experience with Client Relationship and/or delivery experience
Professional Qualifications:
  • Experience working with delivering Marketing Services related work within a large, heavily matrixed company environment
  • Knowledge of the end to end marketing space from defining marketing plans, campaign definition, content production methods, and/ or analytic insights that drive next best action.
  • Experience with C-Level client relationship building and relationship management.
  • Proven ability to build, manage and foster a team-oriented environment. Demonstrated leadership, teamwork and collaboration in a professional setting; either military or civilian.
  • High energy level, sense of urgency, decisiveness and ability to work well under pressure
  • Excellent communication (written and oral) and interpersonal skills.
  • Strong leadership, problem solving, and decision-making abilities.
  • Professional of unquestionable integrity, credibility and character.
Travel Requirements:
  • This position requires travel of approximately 40-50% to multiple customer locations
  • Approval to hire several CL6 resources to help with the growth of Digital Marketing across EALA – will be a mix of Sales and Account Management responsibilities
  • Roles will fall under Client & Market NOT Sales
    • Don't want them on a SAB plan, which is why we're looking to hire into Client & Market
    • 1st priority is to focus on growth – will include origination, sales capture, and account management (to stabilize accounts once they are signed)
  • Digital marketing (10-15 years of experience) is primary skill
  • Prefer someone who has been an Account Director, has managed a sales budget, someone from consulting, large multi-national companies, direct competitors, local marketing companies or agencies
  • 240M EALA sales target - expect 40-50M from main 3 GU's - UKI, ASG and LATAM
    • 20-25M sales target for each CL6
Must have credibility to interact with CMO’s

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