Sales Capture Associate Manager - Financial ServicesRole: Sales Capture Associate Manager
Level: CL8
Location: London
Salary:petitive Salary and Benefits
Accenture is a leading global professional servicespany, providing a broad range of services in strategy and consulting, interactive, technology and operations, with digital capabilities across all of these services. With our thought leadership and culture of innovation, we apply industry expertise, diverse skill sets and next-generation technology to each business challenge.
We believe in inclusion and diversity and supporting the whole person. Our core valuesprise of Stewardship, Best People, Client Value Creation, One Global Network, Respect for the Individual and Integrity. Year after year, Accenture is recognized worldwide not just for business performance but for inclusion and diversity too.
"Across the globe, one thing is universally true of the people of Accenture: We care deeply about what we do and the impact we have with our clients and with themunities in which we work and live. It is personal to all of us." - Julie Sweet, Accenture CEO
As a team:
The UKI Sales Team is responsible for originating, selling, and closingplex contracts typically >$10m in value. It is a dynamic team made up of Sales Captures and Bid Managers who lead and support opportunities that oftenbine the full breadth of Accenture service offerings. We work with most of the major clients across the Financial Services Sector as well as working with new players in the industry. This is an exciting and vibrant team who bring to bear the best of sales at Accenture within a team environment that positively encourages growth and promotion.
What responsibilities will you have?
1. Actively supporting the leadership team in originate, shape, and transact large andplex 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).
2. 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.
3. Own, develop, and manage relationships with key deal teamponents, Accenture ecosystem partners and, when required, clients involved in the sales process ( procurement, programme lead, etc..).
4. Coordinate large, global, and diverse teams (, >20 people) to deliver to oftenpressed client procurement timelines.
5. Support the development ofpelling value propositions through contributing to the authoring of executive summaries which emphasise and evidence Accenture's differentiation.
6. Drive responses to strategically important RFP questions (for example in describing themercial model).
7. 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.
8. Participate in and help the contract development
9. Value proposition: How we plan to shape ourmercial and technical solution, and which points we emphasise to differentiate ourselves from thepetition.
10. 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 bepleted.
11. Credentials: Leverage internal network and available content to develop the best credentials to showcase Accenture experience and past success.
12. Develop junior talent within the sales team through active coaching.
What skills & experience are we looking for?
13. Proven experience working on large,plex, strategic sales opportunities.
14. Experience of selling into FS would be advantageous.
15. Able to demonstrate knowledge of, and a passion for the FS Sector.
16. Can articulate key trends and how technology and professional services firms can capitalise on these trends.
17. Exposure to developing client relationships at a mid-management level. C-Suite exposure would be advantageous.
18. Experience collaborating with industry ecosystem partners.
19. Able to speak and write clearly, logically, and concisely. Candidate will be expected to contribute to the authoring of client deliverables and executive summaries.
20. Experience in planning, structuring and critically evaluating client pitches.
21. Programme management and team management capabilities. Experience in coordinating and bringing together opportunity teams (multi-location) to deliver to client deadlines efficiently. Experience owning an opportunity plan and effectively managing and documenting actions, decisions, and dependencies toplete key deliverables on time and to a high level of quality.
22. Able to demonstrate an understanding ofmercial concepts and principles for large opportunities, for example (but not limited to), P&L, cash flow, pricing mechanisms, payment terms, inflation terms, revenue recognition, resale, and performance frameworks/regimes. Should be able to understand how keymercial terms can benefit the client and impact the Accenture internal business case.
23. Understands key legal concepts (, warranties, liabilities etc.).
24. Able to be 'hands on' andplete deliverables (for example business case models, executive summaries, slides for client pitches). This will require a good level of proficiency using MS Word, MS PowerPoint, and MS Excel.
What academic qualifications do you need?
25. Degree educated or equivalent
What's in it for you
All of our Sales professionals receiveprehensive 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. Learning takes place both on the job and through formal training conducted online, in the classroom/virtual, or in collaboration with others. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.
You'll learn, grow and advance in an innovative culture that thrives on shared success, diverse ways of thinking and enables boundaryless opportunities that can drive your career in new and exciting ways
If you're looking for a challenging career working in a vibrant environment with access to training and a global network of experts, this could be the role for you. As part of our global team, you'll be working with cutting-edge technologies and will have the opportunity to develop a wide range of new skills on the job.
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About Accenture
We work with one shared purpose: to deliver on the promise of technology and human ingenuity. Every day, more than 775,000 of us help our stakeholders continuously reinvent. Together, we drive positive change and deliver value to our clients, partners, shareholders,munities, and each believe that delivering value requires innovation, and innovation thrives in an inclusive and diverse environment. We actively foster a workplace free from bias, where everyone feels a sense of belonging and is respected and empowered to do their best Accenture, we see well-being holistically, supporting our people's physical, mental, and financial health. We also provide opportunities to keep skills relevant through certifications, learning, and diverse work experiences. We're proud to be consistently recognized as one of the World's Best Workplaces™.Join Accenture to work at the heart of change.
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Equal Employment Opportunity Statement
We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, military veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by applicable law. Our rich diversity makes us more innovative, morepetitive, and more creative, which helps us better serve our clients and ourmunities. Job ID R00277198