Accenture Application Services --Midwest Sales Capture-Senior Manager (Products Operating Group) in Chicago, Illinois
Title: Application Services --Midwest Sales Capture-Senior Manager (Products Operating Group) Location: USA-Midwest Job Number: 00570798
Organization: Application Services Products
Location: Mid-West: Chicago OR Negotiable
Level 6: Senior Manager - Sales Capture Lead
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.
The Mid-West Products Application Services Sales Capture Senior is accountable for driving incremental sales in the Application Services arena on existing assigned accounts to include but not limited to testing, factory development, project control services or other staff augmentation opportunities. Typically, the Application Services Account Executive is targeted to a single client but may include multiple geographies or types of work (i.e., Technology, Digital). Within an account, the Account Executive reports directly to the Client Account Lead and or Technology Account Lead.
The Sales Capture Sales will work to:
Develop new Client relationships and manage those effectively
Expand our work in new areas of the client’s business through new offerings and services through approved contracting channels
Manages the SOW & provides status updates to clients for the incremental work sold
Work closely with the commercial director to report on P&L and MIS for incremental sales
Forecasts and manages resource requirement optimally
Plans and prioritizes activities for the team / Meets deadlines consistently
Develop new client relationships and expand existing relationships to drive Application Services Sales
Manage client expectations in conjunction with the Client Account Lead (CAL) or Technology
Manage client expectations in conjunction with the Client Account Lead (CAL) or Technology Account Lead (TAL)
Provide advice on solutions to business requirements, and plan services to be delivered to users
Work closely with the client to identify business requirements, and define service requirements for new services
Work with the client and the GDN to commit to the scope of work, schedule, and cost for the work as a whole
Work with the client to establish a prioritization approach, and adjust priorities of work with clients as necessary
Ensure resolution of service performance issues
Manage supply and demand, service quality, change orders, and recovery plans
Achieve Application Services contract controllable income (CCI) targets, forecasts, puts/takes
Identify and implement continuous improvement
Ensure adoption and compliance with Accenture Delivery Methods in accordance with Policy 11, including the creation and maintenance of the management plans (e.g., Business Continuity, etc.)
Work with the Client Account Lead L/ Commercial Director to originate Application Services EAC adjustments if required
Work with Client Account Leads and/or Technical Account Leads to drive incremental revenue growth through further expansion of footprint at client
Leverage industry expertise to influence client in resourcing strategies
Participate in Account planning and forecasting activities.
Minimum 12 years of Sales/Relationship and Account Management experience in the IT services industry with (Accenture competitors) top tier global delivery service provider
Minimum of one year experience in one of the Products (Retail Consumer Product Goods, Automotive or Life Sciences) industry segment
Extensive work experience in a global delivery center and client sites
Experience of working in a Global Delivery Model
Proven capability to building relationships with CXO/Director/VP level client contacts
Deep Account Management and Project Management experience
Knowledge of industry specific products, services and solutions
Good understanding of industry specific business issues and drivers
Proven experience in a rapidly growing account
Hands-on experience with proposal/RFP creation and leading RFP/proposal presentations
Strong leadership, interpersonal, communication and presentation skills
Wide variety of IT and business consulting engagement experience
Bachelors or MBA degre
A technology delivery background with strong client-facing skills
At least five years of previous experience in any of the top IPPs with particular exposure to leveraging a similar model to drive growth
Good understanding of the IPP competitive landscape
Ability to articulate Accenture’s value proposition to the client (educating the client about the efficiencies our tools and accelerators)
Package’ unstructured pieces of work into an outlined scope
Discuss contractual and commercial constructs of a deal and MSAs with a client
Rapidly respond to tactical resource requirements along with an ability to address small to mid-sized projects with technical proposals
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 (i.e., H1-B visa, F-1 visa (OPT), TN visa or any other non-immigrant status).
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
Accenture is a Federal Contractor and an EEO and Affirmative Action Employer of Females/Minorities/Veterans/Individuals with Disabilities.
Equal Employment Opportunity
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.