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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.
This role is aligned to Financial Services: https://www.accenture.com/us-en/banking-index
Sales Execution professionals involve multiple activities like 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.
Sales Pursuit and Closure professionals represent individuals who handle and close opportunities, using deep sales process, financial services (banking, capital markets, etc.) industry knowledge, and offering expertise, through the establishment of a win strategy, ongoing qualification, coordinating all required internal approvals, identification of required resources, management of the solution/proposition development, management of client interactions during the sales process and facilitating the negotiations and closing activities. 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 internal POC’s/decision makers.
Relationship Development: Develop and leverage existing relationships with potential buyers in the local region 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.
Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Engage in activities focused at generating client awareness of the firm and/or demand for its Services.
Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with internal sales stage entry/exit requirements. Construct and execute opportunity plan, including win themes, win tactics & action plan, relationship plan, deal shaping 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.
- Provides solutions to complex business problems for area(s) of responsibility where analysis of situations requires an in-depth knowledge of organizational objectives.
- Involved in setting strategic direction to establish near term goals for area of responsibility.
- 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 figuring out objectives and approaches to critical assignments.
- Decisions have a lasting impact on area of responsibility with the potential to impact outside area of responsibility.
- Manages large teams and/or work efforts (if in an individual contributor role) at a client or within Accenture.
Here’s what you need:
- Minimum of 5 years selling to the Banking & Capital Markets clients with deep understanding of industry landscape and trends
- Minimum of 3 years selling multi-tower deals (complex IT services, AO, IO, Journey to Cloud, digital, BPO etc.) for a major global consulting firm
- Minimum of 3 years record of sales quota attainment against a firm annual sales target
- Bachelor’s Degree
Bonus Points if you have:
- Minimum of 5 years’ experience working in the Banking & Capital Markets clients with deep understanding of industry landscape and trends
- Experience originating and selling Banking & Capital Markets focused opportunities
- Experience with C-level and senior executive client relationship building and relationship management
- Experience with shaping, solutioning and negotiating large complex, creative, and innovative deals
- Professional Skill Requirements
- 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 and management skills
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.
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