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Application Services -USA Location Flex MS Enterprise Services- National Account Sales Capture-Senior Manager (Products)

Job Location: IL - Chicago

Regional Description: Midwest

Job Number: 00639312


- Job description

Organization: Application Services - Microsoft Enterprise Services
Location: Midwest OR Flexible USA 
Level 6: Sales Capture - Senior Manager
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.
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.
The Microsoft Enterprise Services-  Application Services Sales Capture Senior Manager is accountable for driving incremental Microsoft (MS) Enterprise sales in the Application Services arena on existing assigned accounts as well as whitespace accounts. The MS Sales Capture Lead role focuses on selling MS Systems Integration (SI) and MS Application Outsourcing (AO) deals. SI deals include but are not limited to implementations, deployments, upgrades, testing, factory development, project control services or other staff augmentation opportunities. AO deals would include larger multi-year outsourcing deals as well as smaller staff augmentation opportunities. The Application Services Account Executive may be targeted to a single geography or work across multiple geographies. This role reports to the Application Services CSG lead and works closely with the Client Account Lead.
The Microsoft Sales Capture Lead will work to:
  • Develop new Client relationships and manage those effectively
  • Expand our work in new areas of the client’s business through new offerings and services through approved contracting channels
  • Help originate sales opportunities and take them through to successful closure
  • Respond to RFPs around specific, approved opportunities
  • Manages the SOW & provides status updates to clients for the incremental work sold
  • Work closely with the commercial director to report on P&L and MIS for incremental sales
Key Responsibilities:
  • Develop new client relationships and expand existing relationships to drive Application Services Sales in Microsoft and related technologies
  • Manage client expectations in conjunction with the Client Account Lead (CAL) or Technology Account Lead (TAL)
  • Provide advice on solutions to business requirements, and plan services to be delivered to users
  • Work closely with the client to identify business requirements, and define service requirements for new services
  • Work with the client and the GDN to commit to the scope of work, schedule, and cost for the work as a whole
  • Work with the client to establish a prioritization approach, and adjust priorities of work with clients as necessary  
  • Achieve Application Services contract controllable income (CCI) targets, forecasts, puts/takes
  • Ensure adoption and compliance with Accenture Delivery Methods in accordance with Policy 11, including the creation and maintenance of the management plans (e.g., Business Continuity, etc.)
  • Work with Client Account Leads and/or Technical Account Leads to drive incremental revenue growth through further expansion of footprint at client
  • Leverage industry expertise to influence client in resourcing strategies
  • Participate in Account planning and forecasting activities.
Basic Qualifications:
  • Minimum of 12 years of experience in a combination of these areas: sales delivery, relationship management and account management experience in the IT services industry with top tier global delivery service providers
  • Minimum of 5 years’ experience selling Microsoft Enterprise services OR  Minimum 5 years sales involvement coupled with a deep understanding of  architecting solutions for Microsoft Enterprises Services
Preferred Qualifications
  • Bachelor's Degree
  • Extensive Microsoft Enterprise sales experience
  • Depth of knowledge on the Oracle suite including the newest developments
  • Experience of working in a Global Delivery Model
  • Proven capability of  building relationships with CXO/Director/VP level client contacts
  • Knowledge of industry specific products, services and solutions
  • Good understanding of industry specific business issues and drivers
  • Proven experience in rapidly growing accounts
  • Hands-on experience with proposal/RFP creation and leading RFP/proposal presentations
  • Strong leadership, interpersonal, communication and presentation skills
  • Experience with Retail, Consumer Product Goods and/or Life Science industry segments
  • Wide variety of IT and business consulting engagement experience
  • Bachelors or MBA degree
  • A technology delivery background with strong client-facing skills
  • Good understanding of the IPP competitive landscape
  • Ability to articulate Accenture’s value proposition to the client (educating the client about the efficiencies our tools and accelerators)
  • Package’ unstructured pieces of work into an outlined scope
  • Discuss contractual and commercial constructs of a deal and MSAs with a client
  • Rapidly respond to tactical resource requirements along with an ability to address small to mid-sized projects with technical proposals  
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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