Job Role: Sales Capture Specialist

Location: London

Salary: Competitive Salary and Benefits

Career Level: Consultant

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:

The Resources 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 who lead and support opportunities that often combine the full breadth of Accenture service offerings. We work with most of the major clients across Resources sector (Energy, Utilities, Chemicals, Natural Resources), 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.

What responsibilities will you have?

• Originate, shape, and transact large and complex sales opportunities, aligning Accenture’s value proposition to the strategic ambitions of our Resources clients (working under the direction of a Senior Sales Capture).
• 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.
• Collaborate with Accenture ecosystem partners.
• Contribute to the 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, whilst delivering a strong Accenture internal business case.
• Organise the planning and execution of client pitches.
• Author responses to PQQ/RFI/RFP questions
• Manage Accenture approvals to build internal support for opportunities. This will include storyboarding and creating, written / visual content to share with senior internal stakeholders.
• Support a senior sales capture to create and execute on winning sales strategies to ensure competitive advantage is built and maintained, including but not limited to developing:
  • Value proposition: How we plan to shape our commercial and technical solution, and which points we emphasise to differentiate ourselves from the competition.
  • Relationship strategy: Determine which interventions need to happen to build key relationships with our clients and ecosystem partners. Develop a plan that describes how, when and by whom these interventions will be completed.
  • Competitive analysis: What we see our competitors doing in the market relative to the opportunity we are working on, and what mitigations we can put in place to strengthen our approach / solution.
• Coordinate large, global, and diverse teams (e.g., >20 people) to deliver to often compressed client procurement timelines.
• Help to prepare for negotiations for MSAs and Statements of Work.
• Manage pipeline and CRM records for your allocated opportunities / portfolio.

What skills & experience are we looking for?

• Experience of working on large and complex contracts within the professional services sector, or, if not, experience within the professional services sector within a delivery role
• Experience of selling into the Resources sector (Energy or Utilities), or if not, a passion for the sector and knowledge of key market trends.
• Held client relationships and has prepared for and run meetings with clients to drive revenue growth.
• Able to speak and write clearly, logically, and concisely. Candidate will be expected to contribute to the authoring of client deliverables (for example, PQQ/RFI/RFP responses, client meeting materials, client pitches, and executive summaries). Able to be ‘hands on’ and complete deliverables in an efficient and timely manner with quality and attention to detail. This will require a strong level of proficiency using MS Word, MS PowerPoint, and MS Excel to communicate complex ideas in a clear and logical way.
• Foundational knowledge of commercial concepts and principles. This includes a basic understanding of corporate finance, for example, P&Ls and balance sheets. This also means exposure to pricing deals within the professional services industry and an understanding of the typical pricing mechanisms used and their pros/cons (for example, T&M, fixed price, outcome based).
• Programme management capabilities. Experience in coordinating and bringing together teams to deliver to client deadlines efficiently. Experience owning a plan and effectively managing and documenting actions, decisions, and dependencies to complete key deliverables on time and to a high level of quality.
• Proactive attitude and hungry to learn, develop, and progress career, working towards a Sales Capture role during the future.

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. 

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