Deal Execution - Commercial & Sales Negotiation Lead / Associate Manager
Accenture London, United Kingdom Apply now Posted 27 days ago Permanent Competitive
Deal Execution - Commercial & Sales Negotiation Lead / Associate Manager
Career Level 8
Location: London
Salary: Competitive Salary and Benefits
Accenture is a leading global professional services company, providing a broad range of services in strategy and consulting, interactive, technology and operations, with digital capabilities across all of these services.
We believe in inclusion and diversity and supporting the whole person. Our core values comprise of Stewardship, Best People, Client Value Creation, One Global Network, Respect for the Individual and Integrity.
As a team:
The UKI Sales Team is responsible for originating, selling, and closing complex contracts typically >$10m in value. It is a dynamic team made up of Sales Captures and Bid Managers who lead and support opportunities that often combine the full breadth of Accenture service offerings.
What responsibilities will you have?
* Actively supporting the leadership team in originate, shape, and transact large and complex sales opportunities, aligning Accenture's value proposition to the strategic ambitions of our FS clients (either leading deals under $10m, or working under the direction of a Senior Sales Capture for opportunities over $10m).
* Orchestrate the team in managing sales across the full opportunity cycle, including seeking qualification and funding approvals internally, creating value propositions and submitting proposals, shaping client pitches, participating in negotiations, and closing opportunities.
* Own, develop, and manage relationships with key deal team components, Accenture ecosystem partners and, when required, clients involved in the sales process (e.g. procurement, programme lead, etc..).
* Coordinate large, global, and diverse teams (e.g., >20 people) to deliver to often compressed client procurement timelines.
* Support the development of compelling value propositions through contributing to the authoring of executive summaries which emphasise and evidence Accenture's differentiation.
* Drive responses to strategically important RFP questions (for example in describing the commercial model).
* Manage Accenture approvals to build internal support for opportunities. This will include storyboarding, creating written / visual content that will be presented to senior internal stakeholders.
* Participate in and help the contract development.
* Value proposition: How we plan to shape our commercial and technical solution, and which points we emphasise to differentiate ourselves from the competition.
* Relationship strategy: Determine which interventions need to happen to build key relationships with our clients and ecosystem partners. Develop a plan that describes how, when and by whom these interventions will be completed.
* Competitive analysis: What we see our competitors doing in the market relative to the opportunity we are working on, and what mitigations we can put in place to strengthen our approach / solution.
* Credentials: Leverage internal network and available content to develop the best credentials to showcase Accenture experience and past success.
* Develop junior talent within the sales team through active coaching.
What skills & experience are we looking for?
* Proven experience working on large, complex, strategic sales opportunities.
* Experience of selling into FS would be advantageous.
* Able to demonstrate knowledge of, and a passion for the FS Sector.
* Can articulate key trends and how technology and professional services firms can capitalise on these trends.
* Exposure to developing client relationships at a mid-management level. C-Suite exposure would be advantageous.
* Experience collaborating with industry ecosystem partners.
* Able to speak and write clearly, logically, and concisely.
* Experience in planning, structuring and critically evaluating client pitches.
* Programme management and team management capabilities. Experience in coordinating and bringing together opportunity teams (multi-location) to deliver to client deadlines efficiently.
* Able to demonstrate an understanding of commercial concepts and principles for large opportunities.
* Understands key legal concepts (e.g., warranties, liabilities etc.).
* Able to be 'hands on' and complete deliverables.
What academic qualifications do you need?
* Degree educated or equivalent
What's in it for you
All of our Sales professionals receive comprehensive training covering business acumen, technical and professional skills development. We offer a variety of formal and informal training programs at every level to help you acquire and build specialised skills faster. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.
Equal Employment Opportunity Statement
All employment decisions shall be made without regard to age, race, creed, colour, 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 applicable law. #J-18808-Ljbffr