Accenture is a company serving clients in more than 120 countries. Accenture collaborates with the leading and best recognizable companies, supporting them in the process of business transformation by delivering measurable outcomes through its five practices Strategy, Consulting, Digital, Technology and Operations.
The Sales Director (SD) role is accountable for achieving pipeline, sales, and business development results that meet or exceed assigned targets. The SD is responsible for identifying and engaging on strategic clients, opportunities, developing existing or new clients in coordination with Accenture global and local client teams, and driving new capabilities into their target accounts on local market. The SD is expected to continuously learn and demonstrate a comprehensive understanding of Accenture Communications & Media Technology offerings and services, financial drivers and constraints, and develop and maintain long-lasting customer relationships. The role includes an individual sales contributor target comprising pipeline qualification and sales achievement, as well as cross-organizational development contributions. The SD will report directly to local and regional Communication, Media and High Tech leadership (Managing Director).
- Actively identify and qualify specific sales opportunities for new or existing clients and coordinate activities leading to sales completion as well as supporting post-sales projects delivery. Focus is on originating and closing profitable deals that can be successfully won and delivered as sold. Leverage extensive customer and industry relationships to identify the clients and “right deals” based on Accenture capabilities and industry financial targets.
- Cooperate with global account teams of target clients and work with local target clients’ branches to cultivate and close opportunities that have strategic value for the account plan and longer-term growth goals.
- Personally develop and sustain Accenture and client executive relationships through market-facing activities (e.g., industry associations, boards, conferences), meetings, presentations, business networking and/or other delivery team collaboration and business or social events.
- Develop client communications strategies/messages, define customer contact strategies and establish/manage customer call plans.
- Support client delivery and business development teams in building relationships with client decision makers and key influencers; shape opportunities within client and Accenture procurement policies and guidelines.
- Drive sales campaigns and ensure involvement of senior Accenture executives to develop winning, compelling and compliant win strategies and proposals.
- Develop capture tactics, win strategies, discriminators, competitive analysis, and teaming strategies that balance program risk and reward with minimal supervision.
- Facilitate corporate reviews; create presentations for opportunities reviews with local and regional leadership and obtain necessary approvals.
- Understand and stay current with competitors' strengths and weaknesses in the account and growth platform marketplace; effectively articulate Accenture's competitive advantage.
- Help develop and maintain sales collateral specific to customer mission space and specific opportunities.
- Good understanding of global High Tech and/or media organizations with local operations (R&Ds, operations centers, shared service centers).
- 10+ years successful sales experience as Business Development Manager/Director or Operations Manager/Director, preferably in the High Tech marketplace.
- 5+ years’ experience using formal sales capture processes.
- 5+ years’ experience in one or more of the following: Consulting Services, Business Process Operations/Outsourcing or Information Technology solutions, services, and markets including knowledge of competitive offerings.
- 5+ years project management experience is an advantage.
- High energy level, sense of urgency, decisiveness and ability to work well under pressure.
- Experience managing sales pipeline, forecasting, and closing deals.
- Strong facilitation and communication skills – both written and verbal.
- Proven record as a team player.
- Unquestionable integrity, credibility and character.
- Previous experience in operations, conceptualizing, planning, and implementing new products or services for a large business entity.
- Strong leadership, problem solving, and decision making abilities.
- Ability to work independently with minimal supervision.
- Ability to interface and negotiate with senior executives.
- Clearly defined career path and professional development in an international company.
- Career counseling, mentoring and support to help you achieve professional success and grow your career.
- Professional trainings (available in Poland and abroad), access to advanced knowledge bases and to advices of international experts.
- Opportunity to work with Global TOP Clients on large international projects.
- Friendly workplace environment, team bonding events, ability to participate in after work activities.
- Competitive benefits package: company car, Company Share Option Plan, private healthcare, additional life insurances, lunch vouchers, sport packages, corporate credit card American Express Gold.