Accenture Australia
APAC Digital Video Sales Senior Manager
Australia, AU - Management Consulting
Join Accenture and help transform leading organizations and communities around the world. The sheer scale of our capabilities and client engagements and the way we collaborate, operate and deliver value provides an unparalleled opportunity to grow and advance. Choose Accenture, and make delivering innovative work part of your extraordinary career.
Accenture people build careers in four different areas of our business: Consulting, Technology, Operations and internal Corporate Functions. Each area offers a unique career experience and a compelling mix of work and training opportunities, work environment and structure for career progression.
Operations professionals work on projects across a range of business processes, business applications and information technology. They may provide technology services, such as application management, infrastructure management and systems integration, or they may deliver business process outsourcing services, including finance and accounting, procurement and human resources. Depending on the role, Outsourcing professionals may be based at a client’s office or in one of Accenture’s 50 delivery centers around the world.
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.
Job Description
Sales professionals improve sales organizations through process reengineering, sales talent management, incentive management, and operations optimization.
As an APAC Digital Video Senior Manager, we are looking for a hands-on, results-oriented role senior manager who will be leading the development and conversion of the regional sales pipeline leveraging the full range of Accenture’s Digital Video consulting, technology, services and operational offerings. The Lead will work with a small regional team, local account teams and Accenture’s global sales and solutions teams to define and execute a successful offering and account-based sales plan across Asia Pacific.
Key Responsibilities & Requirements:
Sales Related
• Define a regional sales approach appropriate to Accenture, its solutions and services, and the APAC market with special focus on Japan, Australia and ASEAN
• Enliven existing Accenture clients / relationships, priority target accounts and personal network in developing the pipeline
• Drive a structured approach to leveraging client relationships to generate new sales opportunities
• Define and execute against a set of appropriate metrics
• Tailor and maintain sales materials appropriate to the general and specific sales opportunities
• Persuasively communicate Accenture's capabilities and key competitive differentiators.
• Coordinate and ensure RFI/RFP responsiveness
• Ensure an understanding of each customer’s buying process, e.g. decision criteria, influence, etc.
• Lead and manage the regional Digital Video sales and support team
Customer Focused
• Be perceived by the customer as being highly credible through bringing tangible value in terms of industry experience and domain knowledge
• Develop trusted and influential relationships with the decision-making and decision-influencing customer contacts
• Collaborate with clients and client teams in preparation of business case / value propositions, showcasing the value Clients will derive from the use of Accenture's Solutions and Services
• Take new products and/or releases, value propositions, and innovative ideas to client to grow incremental sales by creating proactive proposals that generate additional business.
Financial Targets
• Directly responsible for achieving financial targets and working with Accenture leadership assessing and forecasting targets and opportunities
• Work with regional and local teams to translate buyer requirements and values in deal approach
• Ensure regional and deal driven BD spends, schedules, work plans, resource/sourcing plan, etc. are well managed
• Ensure deal development will drive cost effective delivery that will attain required margins without negatively impacting deliverable quality or customer's perception
Internal Accenture Process Support
• Ensure opportunities across the region are properly administered on a timely basis and accurately reflect the state and sales designation for each opportunity
• 10+ years of relevant experience
• Media & digital media industry knowledge across the value chain and an understanding of key industry trends
• Deep knowledge of the digital video solutions market space
• Relevant industry and client relationships
Professional Skill Requirements
• Proven ability to build, manage and foster a team-oriented environment
• Proven ability to work creatively and analytically in a problem-solving environment
• Desire to work in an information systems environment
• Excellent communication (written and oral) and interpersonal skills
• Excellent leadership and management skills
Accenture is committed to creating a diverse and inclusive workplace. All suitably qualified applicants will receive equal and fair consideration for employment.
No salary provided
Posted July 30, 2014 at 12:14PM from LinkedIn http://ift.tt/1s3CzDd
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