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About the role:
People in the Sales career track grow pipeline and sales by identifying, managing or leading the origination and closing of sales opportunities across a range of Accenture offerings. They progress by deepening sales skills, developing new skills and evolve into more complex sales roles. Sales professionals drive the sales process and outcomes, growing a profitable pipeline, through opportunity origination, consultative and solution-oriented sales pursuit negotiations and closure.
What will you do:
The Sales Capture Senior Manager - focused on growing Accenture's ServiceNow business, manages opportunities through all phases, including qualification, sales pursuit and close by applying deep sales process and offering expertise. Develop relationships with key buyers and administrators at new and existing clients by utilising a differentiated roadmap and framework to enable our client's transformation. Act as point of contact for resolution and escalation of all key items with the client and internally.
Head opportunities from qualification to deal close. Develop innovative solutions, differentiated value propositions and deal shapes to drive transformational value and growth, and profitable sales for Accenture. Demonstrate a thorough understanding of the client's industry and market trends. Develop relationships with key buyers and -administrators at new and/or existing clients. May be required to contribute to and/or head origination efforts.
Key responsibilities:
- Provides solutions to complex technology business problems for opportunities requiring in-depth knowledge of organizational intentions.
- Interacts with senior management levels at clients and within Accenture, establishes pursuit strategies, develops client messaging plans and relationships, and applies top industry transformation practices.
- Has latitude in administrating and establishing purposes and approaches to critical assignments.
- Operates within large teams and directs specific team sales activities.
Experience
- Minimum 8-10 years' experience
- Selling/closing deals in the professional services space in the following areas: Systems Integration, Outsourcing, Cloud enablement & migration and IT transformation preferably with ServiceNow
- Proven experience in selling services to large GSI firms.
- Direct sales with quota of $20M+
- C-Level client relationship building and relationship management.
- Proven sales track record for developing and selling large ($5M - $20M+ TCV) IT, Applications and/or Business Process Outsourcing opportunities.
- Proven experience in shaping deals, understands commercial options of deal economics and able to create Value Deals
- Deep experience in dealing with senior executives of ASX 200 companies.
- Extensive relevant experience, including industry experience and proven track record against multi-million dollar deals and sales targets; experience in selling large scale projects to ASX 200 firms within Australia.
Professional Skills
- Exceptional communication (written and oral) and interpersonal skills
- Strong organisational, multi-tasking, time-management, and analytical skills
- Experience working within a large, matrixed company environment.
- Demonstrated governorship, teamwork, and collaboration in a professional setting.
- Excellent negotiation, influence, mediation, and conflict management skills
- Excellent business acumen and industry acumen
- High energy level, firmness, and ability to work well in demanding client environments.
- Strong governorship, problem solving, and administration abilities.
- Unquestionable professional integrity, credibility, and character.
- Ability to meet travel requirements, when required.
Equal Employment Opportunity Statement:
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Our unwavering commitment to inclusion and diversity unleashes innovation and creates a culture where everyone feels they have equal opportunity. Our range of progressive policies support flexibility in 'where', 'when' and 'how' our people work to ensure that Accenture is an organisation where you can strive for more, achieve great things and maintain the balance and wellbeing you need.
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