Accenture Utilities Sales Capture Senior Manager in Canada
Title: Utilities Sales Capture Senior Manager Location: Canada-Canada Job Number: 00427439
Accenture is 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 384,000 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 .
If you join Accenture you can make great ideas happen for some of the world's most dynamic companies. With broad global resources and deep technical know-how, we collaborate with clients to cultivate ideas and deliver results. Choose a career at Accenture and enjoy an innovative environment where challenging and interesting work is part of daily life.
Accenture is 330,000 strong and growing. Utilities are part of our Resources operating group which also includes chemicals, energy, forest products, and mining related industries. We focus on helping our clients in Digital, Strategy, Technology, and Operations.
Job Summary: The Resources sales team is comprised of sales professionals focused on generating potential opportunities and on contracting work with clients. The roles have direct sales responsibilities with specific annual sales target. This job entails developing and directing the sales efforts in alignment with utility leadership strategies for new client acquisition and/or directing the efforts to ensure execution of sales strategies geared toward protecting and growing business with existing clients in close coordination with our Account Leads. Sales targets starting $40m to $60m annually and all performance/rewards are based on the achievement of the sales target.
Responsibilities: The Sales Director will help position Accenture as the premier provider of solutions and service for the Canadian Utility Industry. Key areas of responsibility include:
Originating, Developing, Qualifying, and Closing opportunities to Canadian Utilities, with a particular focus on the Ontario market. Including but not limited to Client core business strategies and improvements, business transformation, system implementations, technology, IT application support services and business process outsourcing Understanding and presenting the entire Accenture services and solution portfolio, with Canada based specific campaigns under Canada Leadership. Relationship Development: Develop new and leverage existing relationships with potential buyers through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, direct marketing, and/or other business or social outings. When identifying new leads outside assigned target clients, work with appropriate parties to determine best Sales Leadership decision, transition lead to other party as appropriate. Client Demand Stimulation and Opportunity Generation: Identify specific sales opportunities within existing and prospective clients. Work with client's team to determine requirements and/or specifications, build client value proposition and shape the deal; using appropriate sales processes and tools, determine and recommend through the appropriate New Business Meetings/forums which opportunities to pursue and obtain Business Development (BD) funding and support Sales Process Leadership: Lead Sales Process for specific approved opportunities, complying with internal sales stage entry/exit requirements. Working with Operating Group leadership, form and lead the opportunity pursuit team through the sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of BD spend; construct and execute opportunity plan, including win themes, win tactics & action plan, relationship plan, and price-to-win; review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy, win themes, and price-to-win; establish and maintain qualified sales pipeline of a minimum of 3X annual sales target
Manage the opportunity from sales pursuit to close using deep sales process and offering expertise. Develop relationships with key buyers and decision- makers at new and/or existing clients; protect and grow the business. Act as point of contact for resolution and escalation of all key items with the client and internally. Qualifications: Basic Qualifications:
Bachelor's or an advanced degree Minimum 10 years of experience working with utility clients, primarily Canadian Utilities and deep Ontario contacts preferred Minimum 6 years leading transactions in the $15m to $50 million Total Contact Value (TCV) range Minimum 6 years developing and maintaining C-level relationships beyond the CIO in the top sixty utilities by meter count in North America Minimum 6 years obtaining meetings, with ease, with the existing C-level or Client Decision Maker relationships Preferred Skills:
Experience selling complex IT and business process solutions, including outsourcing to utilities, including Grid Operations, meter to cash, F&A, HR, and Procurement Experience selling large IT outsourcing and Application Development Experience with financial engineering and unique deal structuring Professional Skills Requirements:
Outstanding interpersonal, communication and leadership skills Performance focused with strong intellectual horsepower Ability to think outside the box Energetic and passionate enthusiasm Strong business orientation and acumen Exceptional relationship building skills and currently networked into the relevant Canadian business communities Highly self-motivated, organized, and focused in conducting sales tasks Excellent negotiation, mediation, and conflict management skills Ability to guide others through complexity, ambiguity, and uncertainty Ability to work independently and within Canadian Utilities team structure Demonstrated leadership in professional setting; either military or civilian Demonstrated teamwork and collaboration in a professional setting; either military or civilian Accenture does not discriminate on the basis of race, religion, color, sex, age, non-disqualifying physical or mental disability, national origin, sexual orientation, gender identity or expression, or any other basis covered by local law. Accenture is committed to providing employment opportunities to current or former members of the armed forces. We are committed to employment equity. We encourage all people, including women, visible minorities, persons with disabilities and persons of aboriginal descent to apply.
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