Sales Capture-SAP

8-10 years
15 days ago
Job Description

  • Define sales win strategy and collaborate with team on driving execution.
  • Focus on C level pitch and large deal sales origination.
  • Bring structure, process, content, leadership and focus to Capture/Win in a matrix environment.
  • Deal orchestration and ensure deal compliance with internal controls and review criteria.
  • Apply Accenture's sales process and sales campaign management methodology to a sales opportunity after qualification.
  • Manage interface with sales lead(s), legal, finance, contracting, human resources, recruiting, marketing, and other internal organizations.
  • Engage directly on all major opportunities to conduct or oversee product or offering positioning, key contracting terms/conditions, deal shaping and financial structuring, including pricing strategies and/or performance-based contracting elements.
  • Perform sensitivity analysis to maximize financial returns while minimizing risk, including competitive pricing analysis.
  • Lead business negotiation for Accenture's most complex deals, as defined by scope, size, and the nature of the issues.
  • Advise executive leadership on current negotiation trends and behaviours within Accenture and the broader market.
  • Meet with clients to help shape the deal/requirements and/or negotiate terms as appropriate.
  • Provide thought leadership on financial deal shaping, including acquisition strategies, contract structure, pricing strategies and incentive plans.
  • Sales Process Mastery: TASP, QSA, Close Plans, Deal Power Maps
  • Performance is measured by actual sales performed.

  • Minimum of 8 years selling professional services, consulting and outsourcing deals in a senior solution, sales management and/or bid management capacity.
  • Strong knowledge of contract commercial constructs and key legal terms.
  • Demonstrate deep content, industry and business acumen within area of sales.
  • Experience building relationships with and selling to C-level executive clients.
  • Successful proven track record against multiple million-dollar sales target.
  • Excellent communication (written and verbal) and interpersonal skills.
  • Excellent commercial, financial and business acumen.
  • Effective negotiation, influencing and persuasion skills.
  • Flexibility to travel.
  • Minimum of a bachelor's degree.

Equal Employment Opportunity Statement
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.

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