Job Description
About Accenture
Accenture is a leading global professional services company that helps the world's leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen servicescreating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world's leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360 value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360 value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com.
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. Employees in our 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 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. We welcome you to speak to us for the role of a Sales Capture Lead. This job is focused on managing a deal through the sales stages and is primarily accountable for sales closure.
Role: Sales Capture Lead
Key responsibilities may include:
Manage the opportunity sales campaign and close opportunities using deep sales process and
offering expertise. Focus can range from single tower service group to complex, multi
tower/transformational opportunities
Establish qualification and win strategy and power map
Coordinate internal approvals, sales team resources, manage solution/proposition development
and client interactions
Effectively engage with the C-suite to maintain their continued support of the Accenture
proposition
Influence client's selection process and evaluation criteria.
Ensure a Competitive Advantage is created.
Facilitate the negotiations and closing activities
Manage successful transition of the opportunity to the delivery team
Participate as the one or all of the following roles from the Sales Role Blueprint and Credit
Allocation: Sales Lead, Deal Shaper, Negotiator, Bid Manager, and, potentially as the Origination
Lead for small-medium size team.
Key Scope:
Win Strategy Development
Value Proposition Development
Transition to Delivery
Sales Pursuit Management
Pricing Strategy & Execution
Proposal Development
Negotiate to Close
Deal Shaping
Business Case Development
Qualification
Accenture Selling Methods
Offering Acumen
Alliance Management
Lead Generation
Offering Campaign Management
Professional Skill Requirements:
Proven ability to work independently and as a team member
Ability to be flexible and work analytically in a problem-solving environment
Excellent communication (written and oral) and interpersonal skills
Strong supervisory, coaching and project management skills
Must display professionalism and confidence
Excellent customer service skills
Proven global expertise and perspective; executive level presence and influence
Strong organizational, multi-tasking, and time-management skills
Excellent negotiation, influence, mediation and conflict management skills
Excellent business acumen and industry acumen
Our people are our most important asset and as such we are continuously expanding our capability
programmes to provide you with opportunities to build and extend your professional, technical/functional
and management skills. Continuous learning takes place through a broad variety of opportunities and
type of work. Access to the latest technological innovations and Accenture's knowledge and expertise
constitute a superb platform for your professional development. Your learning programme will be
determined by the requirements of your specific role but will usually involve specialised skills as well as
personal and leadership development. You will work with your supervisor to determine what skills you
need and how to build them.
All of our consulting professionals receive comprehensive training covering business acumen, technical and professional skills development. You'll also have opportunities to hone your functional skills and expertise in an area of specialization. We offer a variety of formal and informal training programs at every level to help you acquire and build specialized skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with teammates. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.
Accenture is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion or belief, ethnic or national origin, disability, age, citizenship, marital, domestic or civil partnership status, sexual orientation, gender identity, or any other basis as protected by applicable law.
