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Deal Execution Manager

Job Location: Kuala Lumpur

Regional Description: Malaysia

Job Number: 00625002

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- Job description

“The future workforce is an equal one – we are setting the goal to achieve a gender balanced workforce by 2025. Find out more here.https://www.accenture.com/my-en/gender-equality-research-2017
 
Join Accenture and help transform leading organizations 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.  Choose Accenture, and make delivering innovative work part of your extraordinary career.
 
Employees in our 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.
 
Sales professionals drive the sales process and outcomes on a dedicated basis, growing a profitable pipeline and/or backlog of sales, through deal origination, sales negotiations and closure.
 
We welcome you to speak to us for the role of a Deal Execution Lead. As a member of the ASEAN Resources Sales Team this role will involve working of specific deals to drive opportunities as a deal team member or as an overall deal lead.
 
 
Key Responsibilities as follow:
 
As bid manager
  • Work with deal team leadership for the development, refinement and execution of strategy and roles
  • Ensure deal compliance with internal controls and review criteria
  • Manage relationships with teaming partners, subcontractors, third parties and Subject Matter Experts (SMEs)
As deal shaper
  • Apply Accenture’s sales process and sales campaign management methodology to a sales opportunity after qualification
  • Manage interface with sales lead(s), legal, finance, contracting, human resources, recruiting, marketing, and other internal organizations
  • Engage directly on all major outsourcing targeted opportunities to conduct or oversee product or offering positioning, key contracting terms/conditions, deal shaping and financial structuring, including pricing strategies and/or performance-based contracting elements
  • Perform sensitivity analysis to maximize financial returns while minimizing risk, including competitive pricing analysis (e.g., price range/price-to-win targeting and Black Hat process)
As negotiator
  • Lead business negotiation for Accenture’s most complex deals, as defined by scope, size, and the nature of the issues
  • Convey to others the disciplined methodology and tools for following Accenture’s preferred negotiation methodology
  • Advise and coach individuals or deal teams on how to develop strategy, prepare, conduct negotiations and debrief and lead negotiation workshops to advance executive skill sets
  • Advise executive leadership on current negotiation trends and behaviors within Accenture and the broader market
  • Meet with clients to help shape the deal/requirements and/or negotiate software license deal terms as appropriate
  • Provide thought leadership on financial deal shaping, including acquisition strategies, contract structure, pricing strategies and incentive plans
  • Contribute to profitable sales growth as a member of an opportunity deal team
  • Create sales campaign strategy and ensure involvement of Accenture Leadership to develop winning, compelling, and compliant win strategies and proposals
  • Develop capture tactics, competitive analysis, and teaming strategies that balance program risk and reward
  • Support client delivery and business development teams in building relationships with client decision-makers and key influencers
  • Ensure capture strategy and proposal activities comply with internal controls, ensuring corporate and internal reviews are conducted
Required Skills
  • Experience in Sales and Sales Management processes
  • Commercial acumen – ability to analyze and develop business cases and commercial constructs
  • Risk management – ability to identify and mitigate risks
  • Analytical and acute attention to detail
  • Problem solving
  • Project management
  • Strong communication – ability to simplify complex data into understandable messaging and actions
  • Strong stakeholder management
  • Strong Excel and PowerPoint skills
 
Professional Requirements
  • At least 5 years of experience in a comparable role
  • Experience of leading and defining financial and commercial aspects of large programs and/or sales opportunity pursuits
  • Experience working within a large, complex organisation
  • Experience coaching teams
  • Experience successfully working in a risk, regulatory, compliance and/or financial environment
  • Experience of defining winnable client value propositions
  • Proven ability to work independently and as a team member
  • Good communication (written and oral) and interpersonal skills
  • Good organizational, multi-tasking, and time-management skills
  • Ability to be flexible and work analytically in a problem-solving environment
  • Commercially astute and experience operating at senior/board stakeholder level
  • Knowledge of financial and pricing constructs and commercial mechanisms, including risk/reward
  • Knowledge of the Resources industry preferred
  • Knowledge of the ASEAN region
  • Sales and marketing skills preferred
  • Financial qualification (desirable)
  • Consulting experience preferred
 
You will also have opportunities to hone your functional skills and expertise in an area of specialization.  We offer a variety of formal and informal training programs at every level to help you acquire and build specialized skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with teammates. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.
 
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, gender identity, or any other basis as protected by applicable law.

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