Job Description

Primary Responsibilities

  • Serve as the Technology single point of contact (SPOC) and subject matter expert and support the sales lead in the sales process.  Engage appropriate Accenture organisation areas to fully leverage our assets (Accenture Technology Labs, AO/ITO solutions, assets and tools, capability groups, Global Delivery Centre Network, etc.) when pursuing opportunities.
  • Understand and translate buyer values and requirements into the solutions deal approach, leveraging standard processes, methods, deliverables and the right mix of offerings. Define a differentiated solution that achieves the greatest value for the client and gives the client a high level of confidence about the solution.
  • Obtain the necessary signoff and compliance of the solution with proper input from the Technology and CSG’s on client business objectives, industry, risk assessment, budget and preferences. As SME in this regard and working with the Sales Lead, educate the deal team on Accenture’s internal sales and approval process.
  • Manage the interface with the Technology sales team, SPOC (Single Point of Contact) required during the sales process and Delivery by ensuring regular communication and close collaboration with the sales team. Provide input to the sales team on how the solution may influence the sales campaign, pricing, and negotiation strategy.
  • Work with Corporate Transaction Services (CDTS) to develop the underlying economics of the solution. Provide the underlying costs associated with the solution, and ensure CDTS has the necessary detail to plug into a model that accurately determines the profitability for Accenture. Complete the Pricing inputs in MMP in the situations where CDTS is not involved in the commercials.  
  • Work with Legal and Commercial to ensure use of standards and adherence to internal compliance. Collaborate with the CSG’s to provide input to the contractual Terms and Conditions.
  • Manage solution risk assessment through active issue management and risk mitigation.
  • Confirm artifacts developed during the Solutioning and review process are uploaded as appropriate.
  • Effectively transition the Solution Plan to the appropriate teams within the Delivery Platforms, including Service Delivery and Mobilisation.

Key Functions:

Provide Sales Support

  • Assist CSG and Technology to identify, qualify and code (assign ownership in MMS for their opportunities.
  • Act as SPOC and coordinate between CSG, Technology bid team, Global Delivery Network (GDN) solution architect, subject matter experts (SME’s), reviewers and approvers for CSG lead and Technology lead opportunities. Act as ‘interpreter’ for requirements and issue resolution between all the stakeholders.
  • Identify and engage other internal contacts required to support the opportunity (CDTS, Legal, Contract Management, HR.)
  • Ensure that GDN (solution), DCSO (IDC resources), delivery, QAD and NBM approvals are obtained.
  • Contribute Solution specific content for Response or Proposal material.
  • As SME for the Solution, attend client presentations and discussions as required.

Manage Solution Planning

  • Facilitate or create, manage project plan for completion of solution planning deliverables, activities and approvals for the opportunity.
  • Ensure that all stakeholders and team members are aware of timelines for the opportunity and frequently communicate status.
  • Provide local content and context to assigned GDN Solution Architect
  • Facilitate/coordinate communication and governance between opportunity teams, SS&SC and other entities (e.g. Legal, CDTS)

Support, Review and Handover Solution Planning

  • Support with definition of contract and commercial frameworks for the opportunities
  • Support bid team with proposal development and orals.
  • Support GDN solution architects and SMEs with solution (including solution plan, design, estimates, project plan, resources, assets and capabilities, contract and commercials), development of service transition approach and development of solution realization approach.
  • Review solution (including solution plan, design, estimates, project plan, resources, assets and capabilities, contract and commercials), service transition approach and solution realization approach to ensure that it is competitive, priced to win, delivers benefits, deliverable with reasonable risks, compliant, follows guidelines and leverages Accenture assets and capabilities.
  • Ensure that solution is and aligned to RFP, proposal response, contract etc.
  • Hand over solution plan.
  • Support creation of (and review) contract schedules



Qualifications

  • Ability to interact with C-level executives
  • Analytical personality type together with attention to detail attitude
  • Excellent oral and written communication skills
  • Independence and self-motivation
  • Ability to coordinate a distributed and diverse team
  • Knowledge and experience in financial analysis and costing
  • Background in IT, especially large system support and operations (or implementations) e.g SAP
  • Background and experience in Service Management and Unit Operations
  • Solution planning and configuration experience
  • Industry-specific solution knowledge, knowledge of Accenture offerings, assets and capabilities (recommended)
  • Experience in developing Statements of Work / Project Charters / Contract Schedules (recommended)
  • Experience and Knowledge of different commercial Structures and Deal Shapes (recommended)

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.

Please read Accenture’s Recruiting and Hiring Statement for more information on how we process your data during the Recruiting and Hiring process.

COVID-19 update:  The safety and well-being of our candidates, our people and their families continues to be a top priority. Until travel restrictions change, interviews will continue to be conducted virtually. 

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