Sales Capture Lead - Financial Services

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.

The UKI Sales Team is responsible for originating, selling, and closing complex contracts typically >$10m in value. It is a dynamic team made up of Sales Captures and Bid Managers who lead and support opportunities that often combine the full breadth of Accenture service offerings. We work with most of the major clients across the Financial Services Sector 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.

Responsibilities

• Originate, shape, and transact large and complex sales opportunities, aligning Accenture’s value proposition to the strategic ambitions of our FS clients.
• Manage sales across the full opportunity cycle, including origination, seeking qualification and funding approvals internally, creating value propositions and submitting proposals, shaping client pitches, participating in negotiations, and closing opportunities.
• Own, develop, and manage relationships with key buyers and decision makers at existing and/or new clients.
• Collaborate with Accenture ecosystem partners.
• Commercial shaping of large and complex opportunities.
• Analyse and understand the client’s financial position and key priorities to determine key commercial terms and pricing mechanism.
• Lead the planning and execution of client pitches.
• Articulate compelling value propositions through contributing to the authoring of executive summaries which emphasise and evidence Accenture’s differentiation.
• Author responses to strategically important RFP questions.
• Manage Accenture approvals to build internal support for opportunities.
• Create and execute on winning sales strategies to ensure competitive advantage is built and maintained.
• Coordinate large, global, and diverse teams to deliver to often compressed client procurement timelines.
• Develop junior talent within the sales team through active coaching.
• Participate in and help to prepare for negotiations for MSAs and Statements of Work.
• Manage pipeline and CRM records for your allocated opportunities/portfolio.

Qualifications

• Proven experience creating, and leading large, complex, strategic sales opportunities.
• Experience of selling into FS would be advantageous.
• Able to demonstrate knowledge of, and a passion for the FS Sector.
• Can articulate key trends and how technology and professional services firms can capitalise on these trends.
• Exposure to developing client relationships at a mid-management level.
• C-Suite exposure would be advantageous.
• Experience collaborating with industry ecosystem partners.
• Able to speak and write clearly, logically, and concisely.
• Experience in planning, structuring and critically evaluating client pitches.
• Able to demonstrate an understanding of commercial concepts and principles for large opportunities.
• Will be able to point to exposure to different pricing mechanisms based on client buying priorities.
• Exposure to negotiating large contracts.
• Understands key legal concepts and can evaluate the operational/commercial risk posed by potential terms.
• Evidence ability to meet personal yearly sales targets.
• Programme management and team management capabilities.
• Experience in coordinating and bringing together opportunity teams to deliver to client deadlines efficiently.
• Able to be ‘hands on’ and complete deliverables.
• This will require a good level of proficiency using MS Word, MS PowerPoint, and MS Excel.

Academic Qualifications

• 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. 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.