1+ months

Application Services Oracle / Product Vertical / National Sales Capture Senior Manager

Atlanta, GA 30309

Organization: Application Services
Location: Flexible USA (Preference - Northeast)
Level 6: Senior Manager - Sales Capture Lead

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.
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.

The Oracle Application Services Sales Capture Lead (Oracle AE) is accountable for driving incremental Oracle sales in the Application Services arena on existing assigned accounts as well as whitespace accounts. The Oracle Sales Capture Lead role focuses on selling Oracle Systems Integration (SI) and Oracle Application Outsourcing (AO) deals. SI deals include but are not limited to implementations, deployments, upgrades, testing, factory development, project control services or other staff augmentation opportunities. AO deals would include larger multi-year outsourcing deals as well as smaller staff augmentation opportunities. The Application Services Sale may be targeted to a single geography or work across multiple geographies. This role reports to the Application Services CSG lead and works closely with the Client Account Lead.

The Oracle Sales Capture Lead will work to:
Develop new Client relationships and manage those effectively
Expand our work in new areas of the clients business through new offerings and services through approved contracting channels
Help originate sales opportunities and take them through to successful closure
Respond to RFPs around specific, approved opportunities
Manages the SOW & provides status updates to clients for the incremental work sold
Work closely with the commercial director to report on P&L and MIS for incremental sales

Key Responsibilities:
Develop new client relationships and expand existing relationships to drive Application Services Sales in Oracle and related technologies
Manage client expectations in conjunction with the Client Account Lead (CAL) or Technology Account Lead (TAL)
Provide advice on solutions to business requirements, and plan services to be delivered to users
Work closely with the client to identify business requirements, and define service requirements for new services
Work with the client and the GDN to commit to the scope of work, schedule, and cost for the work as a whole
Work with the client to establish a prioritization approach, and adjust priorities of work with clients as necessary
Achieve Application Services contract controllable income (CCI) targets, forecasts, puts/takes
Ensure adoption and compliance with Accenture Delivery Methods in accordance with Policy 11, including the creation and maintenance of the management plans (e.g., Business Continuity, etc.)
Work with Client Account Leads and/or Technical Account Leads to drive incremental revenue growth through further expansion of footprint at client
Leverage industry expertise to influence client in resourcing strategies
Participate in Account planning and forecasting activities.

Basic Qualifications:
12 years or more of experience with strong sales/relationship management and account management experience in the IT services industry with top tier global delivery service providers
7 years or more experience selling Oracle services
Preferred Qualifications:
Extensive Oracle sales experience
Depth of knowledge on the Oracle suite including the newest developments
Experience of working in a Global Delivery Model
Proven capability of building relationships with CXO/Director/VP level client contacts
Knowledge of industry specific products, services and solutions
Good understanding of industry specific business issues and drivers
Proven experience in rapidly growing accounts
Hands-on experience with proposal/RFP creation and leading RFP/proposal presentations
Strong leadership, interpersonal, communication and presentation skills
Experience with Retail, Consumer Product Goods and/or Life Science industry segments
Wide variety of IT and business consulting engagement experience
Bachelors or MBA degree

Professional Skill Requirements:
A technology delivery background with strong client-facing skills
Good understanding of the IPP competitive landscape
Ability to articulate Accentures value proposition to the client (educating the client about the efficiencies our tools and accelerators)
Package unstructured pieces of work into an outlined scope
Discuss contractual and commercial constructs of a deal and MSAs with a client
Rapidly respond to tactical resource requirements along with an ability to address small to mid-sized projects with technical proposals
Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Accenture (i.e., H1-B visa, F-1 visa (OPT), TN visa or any other non-immigrant status).Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration. Accenture is a Federal Contractor and an EEO and Affirmative Action Employer of Females/Minorities/Veterans/Individuals with Disabilities.Equal Employment Opportunity All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.Accenture is committed to providing veteran employment opportunities to our service men and women.


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Application Services Oracle / Product Vertical / National Sales Capture Senior Manager

Atlanta, GA 30309

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