Accenture Sales Capture Senior Manager/Manager in Singapore, Singapore
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Products Operating Group serves a set of increasingly interconnected consumer-relevant industries: Consumer Goods & Services; Retail; Life Sciences; Automotive, Industrial Equipment, Infrastructure & Transportation Services, and Air, Freight & Logistics and Travel Services. While disparate, these industries all directly impact the environments in which their customers live and are all central to sustainable economic growth in developed and developing economies.The Sales Capture Senior Manager/Manager under Newspage business is responsible for the sale of Accenture Software products to include licenses, maintenance, solutions and services to meet and exceed key business measurements within specified sales territory, geography and/or set of targeted accounts.
Job Description - Role & Responsibilities Key Responsibilities
Accountable for the Accenture Software products' sales targets including licenses, maintenance, solutions and services. Proactively manages software sales campaigns and closes opportunities using deep sales process and software offering or product expertise. Cultivates Enterprise relationships. Focus can range from a single product to include C-Level, chief architects and business counterparts to ensure growth of software revenuecomplex, multi- tower/ transformational opportunities. Meets key clients and prospects within established accounts on a regular basis to build and nurture the relationship, as well as look out for further opportunities Comprehends and effectively communicates Accenture's overall business strategies, offerings, and technology, how they relate to provide total client business value and how our software products align with these objectives. Leverages cross Accenture Industry solution and market place knowledge to drive the overall software growth strategy. Effectively teams with the Client Service Group, Technology Growth Platform and Pre-Sales team to bring the right resources to the sales effort General Sales Accountabilities
Identifies business development opportunities and communicates them to the sales organization Establishes software specific qualifications, win strategies and power maps. Works with Regional Sales Lead to support and leverage account planning, sales pipeline management and sales best practices to identify new market and client opportunities to increase software revenue. Participates appropriately in Orals/subsequent client meetings Coordinates with Solution Architects to fine tune the solution to client needs Helps shape and run client meetings, and deliver presentations to prospects Anticipates and coordinates internal approvals, and sales and product team resources, manages; manage solution/proposition development anddevelop client interactions and relevant client demonstrations, etc. Influences/ensure a Competitive Advantage is created and maintained Effectively engage with the C-suite to maintain their continued support of the Accenture proposition Influence client's selection process and evaluation criteria. Facilitates the negotiations and closing activities Collaborates with the key sales leaders to ensure efficient processes, operations and optimized costs selling through all channels. Ensures alignment with Accenture Software commercial management principles. Support acquisition of New Clients
Takes new opportunities, value propositions, and innovative ideas to clients to grow incremental sales by creating proactive proposals that generate additional business Develops strong collaborative relationships with Accenture's core Industry leads, CALS and CSG leadership to increase "stickiness" of currentefforts and/or gain client portfolio Effectively teams with the business partner model ecosystem to deliver business results. Support Expansion of Recently Won or Existing Accounts
Maintain relationships with key clients and prospects within established accounts to build and nurture the relationship, as well as look out agreement for further opportunities press releases, reference ability, etc. Works with sales teams to create and manage a list of opportunities and power map within the client organization. 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 deals May supervise or manage other Sales Capture Leads or other sales team
Job Description - Requirements / Qualifications
8+ years of relevant working experience Exhibits leadership and strategic thinking skills Experience in Business case development, Alliance Management, Win Strategy Development, Value proposition Development, Deal Shaping, Lead Generation and Offering Campaign management Strong analytical and problem-solving skills. Experience applying structured problem-solving methods to detect, define, analyses and resolve gaps and ideal performance; Strong people development, communications and team building skills Deep understanding of Accenture’s business processes and policies Knowledge in the Consumer goods industry.
You will 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.