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Owns the sales process and outcomes, leading a pursuit strategy and team of professionals through the origination and closing of specific sales opportunities for Accentures infrastructure consulting and outsourcing services, including cloud, data center, security, network, workplace and service management. He/she develops relationships with key buyers and decision-makers at new and/or existing clients and acts as the point of contact for resolution and escalation of all key sales pursuit related items with the client and internally.
Relationship Development: establish and strengthen relationships with client C-Level face-offs, business and technical buyers, and key project stakeholders. Network with Industry Leaders, as well as business partners, Accenture Alliance partners, Industry Vendors, Competitors, and participates in key industry forums.
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 (may include developing/sending promotional materials, presenting in business forums, charitable activities, business associations, etc.).
Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with all internal sales stage entry/exit requirements. Construct and execute sales strategy and deal plan; including value proposition, win themes, tactics & action plan, relationship and communication plan and competitive analysis. Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy.
Deal Closure: Lead team of professionals including technical, finance, legal, procurement, HR and proposal management through deal closure. Develop and maintain deal close plan, aligning proposition to clients selection process, evaluation criteria and process. Understand the clients organization and processes and manage all negotiations and closing activities accordingly.
A Bachelor's degree in Engineering, Computer Science, Business Administration, or Related Field
6 years+ experience selling IT services to Fortune 500 companies
6 years+ experience leading complex sales for infrastructure consulting and/or infrastructure outsourcing services; globally delivered data center, cloud, security, network, workplace, service management services
10 years+ experience in IT delivery/sales
Travel within North America 50-75%
Experience working with delivering Infrastructure Services related work within a large, heavily matrixed company environment
Experience with C-Level client relationship building and relationship management.
Experience working with Healthcare payer, provider or related industry preferred
Proven ability to build, manage and foster a team-oriented environment. Demonstrated leadership, teamwork and collaboration in a professional setting; either military or civilian
High energy level, sense of urgency, decisiveness and ability to work well under pressure
Excellent communication (written and oral) and interpersonal skills
Strong leadership, problem solving, and decision making abilities
Professional of unquestionable integrity, credibility and character
All of our consulting professionals receive comprehensive training covering business acumen, technical and professional skills development. Youll 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.
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