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Resources Origination Sales Lead - Location Negotiable Job
Date: Oct 29, 2009
Location: Chicago, IL, US
Organization: Services
Location: Negotiable
Our Outsourcing business is one of the three strategic growth platforms in Accenture. Growing the outsourcing business is a key business priority. There needs to be continual focus on building outsourcing opportunities across the various industries using both industry adapted horizontal solutions and in selling application and IT outsourcing in order to meet-if not exceed-growth targets. Within our Resources operating group the sales team is focused on serving clients in chemicals, energy, forest products, metals and mining, utilities and related industries. Accenture's Resources operating group is comprised of three industry groupings Energy, Utilities, and Chemicals and Natural Resources.
The Resources Outsourcing 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. A Resources outsourcing originator is responsible for working with existing Accenture Account teams to initiate, qualify and support the capture of outsourcing opportunities in the AO, IO, and BPO space that are profitable to Accenture and have a compelling value proposition to the client. Originators focus on early stage positioning with clients for AO, IO or BPO opportunities in the $20-$100 million range or smaller break-through opportunities with significant long term upside.
Key Activities/
·Drive growth by increasing the flow of prospective AO, IO or BPO deals into Stage 2 of the sales cycle and effectively transitioning the opportunities to capture teams
·Initiate and qualify opportunities that are acceptable to Accenture and has a justified business case for the client
·
Ensure both internally and externally the outsourcing agenda is understood, relevant to the specific market, and the value proposition is clear
·
Develop relationships with potential buyers through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, and/or other business or social gathering
·
Proactive and regular engagement with Client Senior Executives in terms of account planning and targeted pursuits to identify specific outsourcing sales opportunities
·
Drive greater "face time" with prospective and existing clients and position greater involvement from outsourcing in the initial meetings
·
Recommending which opportunities Accenture should pursue using criteria such as highest probability of winning, and profit potential
Basic
·
Bachelors Degree, advance university degree preferred
·
Minimum of 8 years of selling/business development experience
·
Proven track record against $50 million dollar sales targets.
·
Experience in selling large scale projects to Fortune 100 firms or major public sector agencies.
·
Experience with C-level client relationship building and relationship management
·
Outsourcing and/or large complex sales management and business development experience
·
Travel as required (typically 50-80%)
Additional Preferred
·Chemicals/Natural Resources or Utilities experience highly preferred
·Global expertise and perspective highly preferred
·Experience with third-party outsourcing advisors (TPI, Equaterra, etc.)
·Proven experience working in the executive suite
·Advance sales and marketing skills
·
Exceptional communications skills
·
Excellent business acumen and industry acumen
·
Relationship building and influencing skills
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
Applicants for employment in the U.S. must possess work authorization which does not require sponsorship by the employer for a visa.
We are an Equal Opportunity Employer.
Job: Direct Sales
Primary Location: USA-IL - Chicago
Other Location: USA-TX - Dallas, USA-PA - Philadelphia, USA-TX - Houston, USA-NJ - Florham Park, USA-NY -New York, USA-MA - Boston, USA-VA - Reston, USA-DC - Washington, DC
Organization: Outsourcing for Accenture Clients (Services)
Schedule: Full-time
Location: Negotiable
Our Outsourcing business is one of the three strategic growth platforms in Accenture. Growing the outsourcing business is a key business priority. There needs to be continual focus on building outsourcing opportunities across the various industries using both industry adapted horizontal solutions and in selling application and IT outsourcing in order to meet-if not exceed-growth targets. Within our Resources operating group the sales team is focused on serving clients in chemicals, energy, forest products, metals and mining, utilities and related industries. Accenture's Resources operating group is comprised of three industry groupings Energy, Utilities, and Chemicals and Natural Resources.
The Resources Outsourcing 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. A Resources outsourcing originator is responsible for working with existing Accenture Account teams to initiate, qualify and support the capture of outsourcing opportunities in the AO, IO, and BPO space that are profitable to Accenture and have a compelling value proposition to the client. Originators focus on early stage positioning with clients for AO, IO or BPO opportunities in the $20-$100 million range or smaller break-through opportunities with significant long term upside.
Key Activities/
Responsibilities:
·Drive growth by increasing the flow of prospective AO, IO or BPO deals into Stage 2 of the sales cycle and effectively transitioning the opportunities to capture teams
·Initiate and qualify opportunities that are acceptable to Accenture and has a justified business case for the client
·
Ensure both internally and externally the outsourcing agenda is understood, relevant to the specific market, and the value proposition is clear
·
Develop relationships with potential buyers through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, and/or other business or social gathering
·
Proactive and regular engagement with Client Senior Executives in terms of account planning and targeted pursuits to identify specific outsourcing sales opportunities
·
Drive greater "face time" with prospective and existing clients and position greater involvement from outsourcing in the initial meetings
·
Recommending which opportunities Accenture should pursue using criteria such as highest probability of winning, and profit potential
Basic
Qualifications:
·
Bachelors Degree, advance university degree preferred
·
Minimum of 8 years of selling/business development experience
·
Proven track record against $50 million dollar sales targets.
·
Experience in selling large scale projects to Fortune 100 firms or major public sector agencies.
·
Experience with C-level client relationship building and relationship management
·
Outsourcing and/or large complex sales management and business development experience
·
Travel as required (typically 50-80%)
Additional Preferred
Skill Requirements:
·Chemicals/Natural Resources or Utilities experience highly preferred
·Global expertise and perspective highly preferred
·Experience with third-party outsourcing advisors (TPI, Equaterra, etc.)
·Proven experience working in the executive suite
·Advance sales and marketing skills
·
Exceptional communications skills
·
Excellent business acumen and industry acumen
·
Relationship building and influencing skills
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
Applicants for employment in the U.S. must possess work authorization which does not require sponsorship by the employer for a visa.
We are an Equal Opportunity Employer.
Job: Direct Sales
Primary Location: USA-IL - Chicago
Other Location: USA-TX - Dallas, USA-PA - Philadelphia, USA-TX - Houston, USA-NJ - Florham Park, USA-NY -New York, USA-MA - Boston, USA-VA - Reston, USA-DC - Washington, DC
Organization: Outsourcing for Accenture Clients (Services)
Schedule: Full-time
Nearest Major Market: Chicago
Job Segment: Sales
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