Sales Capture (Energy – Utilities)

Who we are:

A leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology, and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions – underpinned by the world’s largest delivery network – Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. With approximately 725,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com.

People in the Sales career track play a key role working as part of our account team to grow pipeline and sales by originating, identifying, managing, and closing sales opportunities across a range of Accenture Cloud offerings, including cloud strategy, cloud-native development, migration & modernization, and cloud managed services. They progress by deepening sales skills, developing new skills, and evolve into more complex sales roles on larger opportunities.

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.

You Are:

• Someone with proven experience creating and leading scalable, strategic sales pursuits

• A versatile sales professional with a background in originating sales and relationships with senior clients, both at established and emerging clients

• A creative advisor who posses strong business and commercial acumen to drive ideation and deal shaping

• Someone with a track record of client relevant digital and/or business led sales opportunities combined with technology or operations industrialization

• A maestro, orchestrating multi-party opportunities across technology or business partnerships/ecosystem

• A leader of negotiations and contracting

• A collaborator with proven ability to operate within a team-oriented environment

• Somebody with a demonstrated commitment to working with high energy in a focused team-oriented environment, either military or civilian, to execute whatever needs to get done in demanding client settings

• Excellent communication (written and oral) and interpersonal skills

• Strong leadership, problem solving, and decision-making abilities

• Unquestionable professional integrity, credibility and character

The Work:

• Originate, shape, and transact sales opportunities (or a portfolio or opportunities).

• Proactively generate and build client relationships (qualify, solution, negotiate, close)

• Articulate a compelling and differentiating value proposition to the client, that aligns to their business imperatives

• Create a compelling vision for the deal outcome through active listening, storytelling, and immersive experiences

• Commercial shaping of multi-discipline transactions

• Influencing client’s selection process and evaluation criteria

• Support and lead business negotiation

• Provide discipline and rigor to the sales process, advising and coaching deal teams on how to develop win strategy through to close plan; prepare and conduct negotiations; and debriefs internally and with the client

• Work closely with the Sales leadership and Client Account leadership, the client team and relevant subject matter experts

• Engage the firm’s leadership as appropriate and shepherd the deal through the firm’s approval process

• Identify and assess complex problems for area(s) of responsibility. Creates solutions in situations in which analysis requires in-depth knowledge of organizational objectives

• May supervise or manage Bid Managers or other sales team members

• Bring the right talent to the sales opportunities at the right time

• Travel as required, up to 50%