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Role & Responsibilities
- The Sales Capture Lead (For Accenture Operations – Malaysia) manages the opportunity from sales pursuit to close using deep sales process and offering expertise. Develop relationships with key buyers and decision- makers at new and/or existing clients; protect and grow the business. Act as point of contact for resolution and escalation of all key items with the client and internally.
- Target the right clients, grow quality pipeline, win profitable deals and manage sales activities with the objective of creating mutually beneficial, trust-based relationships that create value
- Generate and build client relationships leading to qualified opportunity identification and involvement throughout the sales cycle often in absence of an existing client relationship or opportunity
- Accountable for qualified pipeline generation but may also have some accountability for deal closure
- Has prior experience in leading and closing multi-year application outsourcing deals
- Has some prior experience in leading system integration or implementation projects
- Able to identify a client problem statement, craft a value proposition that provides specific outcomes addressing client problem
- Has industry and working experience in Finance/ Banking/ Natural Resources/ Utilities, etc.
- Has experience in lead generation and opportunity shaping
- Is commercially aware and can recommend deal decisions based on what’s of value to client and value to our firm
- Provides solutions to complex business problems for area(s) of responsibility where analysis of situations requires an in-depth knowledge of organizational objectives.
- Interacts with senior management levels at a client and/or within Accenture, which involves negotiating or influencing on significant matters
- Has latitude in decision-making and determining objectives and approaches to critical assignments. Decisions have a lasting impact on area of responsibility with the potential to impact outside area of responsibility.
- Manage the opportunity from sales pursuit to close using deep sales process and offering expertise
- Ability to originate new opportunities
- Develop relationships with key buyers and decision-makers at new and/or existing clients; protect and grow the business
- Act as point of contact for resolution and escalation of all key items with the client and internally
- Ability to work with cross functional and cross geography teams
- Bachelor’s Degree with a minimum of 10 years’ experience in outsourcing deals
- 10+ years - Sales Pursuit Management
- Win strategy development
- Value proposition development
- Transition to delivery
- Sales pursuit management
- Lead generation
- Offering campaign management
- Business Case Development
- Deal Qualification
- Deal Shaping
- Pricing & Profit Optimization
- Proven ability to build, manage and foster a team-oriented environment
- Proven ability to work creatively and analytically in a problem-solving environment
- Desire to work in an information systems environment
- Excellent communication (written and oral) and interpersonal skills
- Excellent leadership
All our professionals receive comprehensive training covering business acumen, technical and professional skills development. You’ll 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.
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Our more than 700,000 people in more than 120 countries, combine unmatched experience and specialized skills across more than 40 industries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners and communities.