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Sales Origination Senior Manager-Higher Ed Focus

Job Location: MA - Boston, NY - New York, PA - Philadelphia

Regional Description: Northeast

Job Number: 00530512

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- Job description

Sales Origination Senior Manager-Higher Ed

Organization:  H&PS

Location:  Northeast, NY, PA

Level 6-Advanced Level Sales Skills

 

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.

 

Our Health & Public Service operating group is dedicated to helping health organizations, government agencies and other public service organizations deliver better social, economic and health outcomes for the people they serve.  Accenture is a high impact, forward thinking and trusted partner of Education industry leaders, helping them address government mandated industry transformations and traditional business imperatives associated with cost, quality, risk management and speed to market by delivering a range of highly differentiated, asset powered services including advice, development, and operations.

 

Job Description:

 

Sales professionals are dedicated to growing a profitable pipeline and/or backlog of sales, through deal origination, sales negotiations and closure. They own the sales process and outcomes.

 

The Higher Education Sales Lead will create and manage sales campaigns for top opportunities. The Sales Origination Lead proactively generates and builds client relationships leading to qualified opportunity identification in the absence of an existing client relationship or opportunity.  The successful candidate will apply Accenture's corporate strategies, client service group priorities, and formal sales campaign management processes to secure new contracts and deliver sales that meet or exceed financial goals within acceptable risk parameters.

 

Key Responsibilities:

  • Sales: Developing, Validating, qualifying, and closing deal opportunities with Education clients. Understanding and presenting the entire Accenture services and solution portfolio.
  • Relationship Development: Develop and leverage existing relationships with potential buyers through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, direct marketing, and/or other business or social outings. When identifying new leads outside assigned target clients, work with appropriate parties to determine best Sales Leadership decision, transition lead to other party as appropriate.  
  • Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Work with client's team to determine requirements and/or specifications, build client value proposition and shape the deal; using appropriate sales processes and tools, determine and recommend through the appropriate New Business Meetings/forums which opportunities to pursue and obtain Business Development (BD) funding and support. Engage in activities focused at generating client awareness of the firm and/or demand for its Services (may include developing/sending promotional materials, presenting in business forums, charitable activities, business associations, etc.).  
  • Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with internal sales stage entry/exit requirements. Working with Operating Group leadership, form and lead the opportunity pursuit team through the sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of BD spend; Construct and execute opportunity plan, including win themes, win tactics & action plan, relationship plan, and price-to-win; Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy, win themes, and price-to-win; Establish and maintain qualified sales pipeline of a minimum of 3X annual sales target.  
  • Act as Application SME at client site being able to communicate technically to C levels and below.

Minimum 75% travel 

 Basic Qualifications: 

 

  • Minimum of a Bachelor’s degree or equivalent work experience as a Sales Lead for a Large Consulting and Technology company 
  • Minimum of 5 years of experience selling Outsourcing or Information Technology solutions and services 
  • Minimum 10 years of experience selling large complex services deals into Higher Education Institutions.
  • Minimum of 5 years nurturing executive relationships with large and midsize, Northeast Educational Leaders

 

Preferred Qualifications:

  • Digital expertise is highly desirable 
  • Candidate will have skills that enable him/her to originate larger, complex deals. 
  • Deep understanding of and ability to sell services based upon a global delivery system. 
  • Advanced sales and marketing skills, including proven ability to carry and sell to personal sales quota. 
  • Proven track record against multiple million dollar sales targets. 
  • Deep understanding of transformational consulting & outsourcing.
  • Excellent negotiation, mediation, and conflict management skills. 

Professional Qualifications:

  • Executive level presence and influence with client organizations. 
  • International/Global expertise and perspective. 
  • Exceptional relationship building skills and currently networked into the relevant business communities. 
  • Highly self-motivated, individually driven, self-discipline, organized, and focused in conducting sales tasks. 
  • Professional of unquestionable integrity, credibility and character
  • Ability to guide others through complexity, ambiguity, and uncertainty.
  • Strong verbal and written communications skills. 
  • Ability to apply out-of-box thinking.

 

Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Accenture (i.e., H1-B visa, F-1 visa (OPT), TN visa or any other non-immigrant status).

Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.

Accenture is a Federal Contractor and an EEO and Affirmative Action Employer of Females/Minorities/Veterans/Individuals with Disabilities.

Equal Employment Opportunity
All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.

Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.

Accenture is committed to providing veteran employment opportunities to our service men and
women.

 

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