Sales Origination Senior Manager - Public Services/Midwest

Who We Are: Our Health & Public Service Client Services Group is dedicated to helping health organizations, government agencies and other public service organizations deliver better social, economic and health outcomes for the people they serve.
Responsibilities: Sales professionals drive the sales process and outcomes on a dedicated basis, growing a profitable pipeline and/or backlog of sales, through deal origination, sales negotiations and closure. These professionals involve multiple activities like target the right clients, grow quality pipeline, win profitable deals and manage sales activities with the objective of creating mutually beneficial, trust-based relationships that create value. • Originate and sell comprehensive deals with value range of ~$1M to $50M+. • Orchestrate and lead the entire origination process for a large deal working with the Client Account Lead, Strategy and Consulting lead, the client team and relevant subject matter experts. • A focus on the entire sales life cycle of an opportunity from origination to closure • Sales Originators are client facing and have an individual pipeline target and a sales close target the proportion of which varies dependent on level. • Be the lead in ensuring the Accenture Sales Methodologies are implemented and followed to maximize win probabilities across a portfolio of assigned accounts.
Here's what you need: •

• Minimum of 10 years shaping, negotiating and closing complex multi tower deals for Public Services / Higher Education Clients

• Minimum of 10 years originating and capturing complex multi-tower service deals, preferably in value greater than $10M

• Minimum of 10 years in sales leadership with progressive client facing responsibilities; OR progressively owning trust-based relationships within delivery of complex, multi-tower programs

• Annual sales individual sales target exceeding $15 Million

• Existing trust-based relationships with the State of Indiana and Indiana Higher Education institutions

Professional Qualifications:

• Proven sales leadership originating and closing professional services opportunities • Conversant in emerging trends in IT and Business

• Ability to listen for client pain points and or opportunities to prime follow up discussions where the individual will be supported by the client account lead and or the strategy and consulting lead

• Client facing (from deal qualification through close)

• Has or will earn credibility with public sector and higher education executives

• Understands Accenture’s offerings including supporting differentiation and value propositions

• Ability to network across Accenture, establish trust-based relationships internally to get support for client sales objectives

• High energy level, sense of urgency, decisiveness and ability to work well under pressure

• Strong facilitation and communication skills - both written and verbal Team player of unquestionable integrity, credibility and character

• Strong leadership, problem solving, and decision-making abilities

• Ability to interface and negotiate with senior client executives.

Bonus points if:

• Previous experience in conceptualizing, planning, and implementing new products or services for a large business entity

• Services (consulting and/or technology) delivery experience

• Experience selling new/emerging solutions aligned with client priorities

• Ability to learn, navigate a complex organization with several priorities from different parts of the organization

• MBA

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