Job Description
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Job Role: Microsoft Sales Lead
Not sure what skills you will need for this opportunity Simply read the full description below to get a complete picture of candidate requirements.
Location: London
Salary: Competitive Salary + Package (Dependent on experience)
Career Level: Senior Manager/Associate Director
Accenture is a leading global professional services company, 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 values comprise 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 the communities in which we work and live. It is personal to all of us.” – Julie Sweet, Accenture CEO
As a team
People in the Sales career track grow pipeline and sales by supporting, managing or leading the origination and/or closing of sales opportunities in a specific area or across a range of Accenture offerings. They progress by deepening sales skills and/or developing new related skills, growing into more complex sales roles, laterally, upward, or in their current role.
The Sales Teams lead the sale of large and complex opportunities at Accenture in the UK and Ireland across a variety of different industries. It is a dynamic team made up of Sales Leads, Deal Shapers and Bid Managers who lead and support opportunities that often combine the full breadth of Accenture. We work with most of the major clients across many market sectors, 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.
Accenture has a wonderful and unique heritage with Microsoft. Dating back to the year 2000 we built a joint venture called Avanade to serve the enterprise, when most clients saw Microsoft as a supplier of Office and SQL we saw a technology with an incredible future. What a decision that proved to be.
By 2019 Avanade, serving as both Accenture’s Microsoft practice and a supplier to the mid-market, in its own right, reached revenues of $2 billion with 37,000 people. 2019 was a major junction for us as we decided that we needed to join Avanade directly in pursuit of the Microsoft market, so we created the Accenture Microsoft Business Group (AMBG).
Launched in February 2019, the AMBG was to build on the already very successful business and to take advantage of an acceleration in the Microsoft market. It brings together a combined team of Accenture and Avanade under one umbrella organisation driving the Microsoft business. Together Accenture and Avanade brings Industry, Business and Technology transformation consulting and managed services on the Microsoft platform.
What responsibilities will you have?
Originate and build trust
- Originate new opportunities for Accenture by being able to identify client need and shape compelling value propositions. Emphasis on
- Develop relationships with key buyers and decision-makers at new and/or existing clients
- Establish new and trusted relationships inside Microsoft to develop joint opportunities and sharing of client objectives and goals for the mutual benefit of both Accenture and Microsoft
- Master a grasp of our Microsoft horizontal and industry offerings, together with leading credentials to allow others inside and outside the organisation to rely on you as a source of knowledge and insight
- Effectively engage with the C-suite to maintain their continued support of the Accenture proposition
- Manage successful transition of the opportunity to the delivery team
Lead and shape ‘the deal’
- Manage the opportunity from sales pursuit to close (depending on level of experience)
- Establish qualification criteria, win strategy and power map for given opportunity
- Requires identifying and assessing complex problems for area(s) of responsibility. Creates solutions in situations in which analysis requires in-depth knowledge of organizational objectives (depending on level of experience)
- Influence client’s selection process and evaluation criteria
- Ensure a competitive advantage is created and maintained
- Facilitate the negotiations and closing activities
Manage the business
- Manage internal teams and/or work efforts at a client or within Accenture
- Establish trusted relationship with Accenture’s Client Account Lead being prepared to align with account strategy
- Participate as Sales Capture Lead role on MMS (our internal CRM system) from the Sales Role Blueprint and Credit Allocation (depending on level of experience).
- May supervise or manage other Sales Capture Leads or other sales team members (depending on level of experience)
- Requires involvement in setting strategic direction to establish near-term goals for area(s) of responsibility (depending on level of experience)
- Understand unique Microsoft commercial levers, including funding, investments and resale opportunities
- Interact with senior management levels at a client and/or within Accenture, involving negotiating or influencing on significant matters (depending on level of experience)
- Power to influence or complete assignments independently and ability to make decisions, as indicated by latitude to devise work products or plans, reliance on instruction and decision-making ability (depending on level of experience).
- Coordinate internal approvals and sales team resources; manage solution/proposition develop client interactions and relevant client demonstrations, etc.
- Support efforts and/or gain client agreement for press releases, use of references, etc.
What skills & experience are we looking for?
- Originating and leading sales pursuits
- Building relationships with C-suite clients, both at established and emerging clients
- Proven ability to work with internal stakeholders (e.g. Client Account Leads and Industry Leads) to understand the latest in Accenture offerings and from that develop compelling value propositions to take the client
- Developing early credibility both internally at Accenture and with our clients – become the trusted partner for our long-standing and emerging clients, in turn influencing the client’s selection process and evaluation criteria
- Coordinating internal approvals (including initial qualification) and sales team resources; manage solution/proposition development, client interactions and relevant client demonstrations,
- Facilitate the negotiation and closing activities. Manage successful transition of the opportunity to the delivery team
- May supervise or manage other Sales Capture Leads or other sales team members (depending on level of experience)
- We have several roles open and experience in some specific industries would be helpful, but not essential, as examples, Utilities, Energy, Financial Services, Industrial and Distribution.
- Good understanding of Cloud and Infrastructure technologies to enable meaningful client discussions on strategy and technology choices
What academic qualifications do you need?
- Degree educated or equivalent
What’s in it for you?
All of our Sales professionals receive comprehensive 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.
At Accenture in addition to a competitive basic salary, you will also have an extensive benefits package which includes 30 days of vacation per year, access to app based fitness classes and discounts on range of gyms, private medical insurance and three days leave per year for charitable work of your choice!
Flexibility and mobility are required to deliver this role to deliver the first-class services we are known for.
About Accenture
Accenture is a global professional services company with leading capabilities in digital, cloud and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Interactive, Technology and Operations services—all powered by the world’s largest network of Advanced Technology and Intelligent Operations centers. Our 537,000 people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners and communities. Visit us at www.accenture.com .
Accenture is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion or belief, ethnic or national origin, disability, age, citizenship, marital, domestic or civil partnership status, sexual orientation, or gender identity, or any other basis as protected by applicable law.
Closing Date for Applications 01/01/2022
Accenture reserves the right to close the role prior to this date should a suitable applicant be found.
COVID-19 update: The safety and well-being of our candidates, our people and their families continues to be a top priority. Until travel restrictions change, interviews will continue to be conducted virtually.
Current Employee - Analyst in London, England.
Pros: Fantastic culture, amazing flexibility, good rewards, varied work/projects, lots of extra-curricular activities/group.
Cons: Salaries competitive but not market leading, work life balance can be questionable at times.
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