Job Role: Data&AI Mid Market Commercial/Sales

Location: London
Salary: (TBD)
Career Level: Manager/Sr Manager/AD (TBD)

About Accenture

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 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

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.

The Sales Teams lead the sale of large and complex opportunities at Accenture in the UK and Ireland across a variety of different industries. Specifically, Data & AI Mid-Market Commercial/Sales will build and scale a focused UK&I mid-market sales motion across selected clients, industry clusters, and ecosystem partners. It is a dynamic team made up of Sales Leads, Deal Shapers, and Bid Managers who lead and support opportunities that often combine the full breadth of Accenture. We work with most of the major clients across many market sectors, 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

• Accountable for driving and closing relevant Mid-Market Data & AI deals and generating sales and revenue with select Data & AI ecosystem partners in the UK&I.
• Run repeatable outbound GTM activities across selected mid-market accounts through all stages of deal pursuit tracking partner-sourced, Accenture-sourced, and co-sourced pipeline from origination, qualification, presales & solutioning, negotiation, and close.
• Working with a select Data & AI ecosystem partner to bring to market agreed repeatable and scalable offerings and sales motions to bring to our clients and position Accenture as their most valued partner.
• Articulate the value of our Data & AI proposition to the market effectively and generate a strong pipeline.
• Developing solutions/offerings presentations (in collaboration with account and technical teams, and vendors) and hosting customer and partner workshops.
• Influence client’s selection process and evaluation criteria by bringing out the Data&AI value proposition.
• Prepare, lead, and present Data & AI proposals to relevant stakeholders in the executive level.
• Ability to create/envisage a compelling solution for the Data & AI Value proposition with support from SMEs and Solution architects.
• Develop relationships with key buyers and decision-makers at new and/or existing targeted mid-market clients, in prioritized industry sectors, identifying opportunities for Data&AI services.
• Facilitate the negotiations and closing activities.
• Manage the opportunity from sales pursuit to close.
• Establish qualification and win strategy and power map.
• Create a compelling commercial proposition, value proposition, and winning solution.
• Coordinate internal approvals and sales team resources; manage solution/proposition develop client interactions and relevant client demonstrations, etc.
• Ensure a competitive advantage is created and maintained.
• Interaction is with senior management levels at a client and/or within Accenture, involving negotiating or influencing on significant matters (depending on level of experience).
• Power to influence or complete assignments independently and ability to make decisions, as indicated by latitude to devise work products or plans, reliance on instruction, and decision-making ability (depending on level of experience).
• Manages large teams and/or work efforts at a client or within Accenture.
• Build Data & AI ecosystem partnership engagement, building and maintaining deep, trust-based relationships at all levels within the partner organization.
• Create internal alignment acting as the primary liaison between the ecosystem partner and internal Accenture teams, including Account leaders, Solution Architects, Partner Marketing, and Subject Matter Experts (SMEs).
• Coordinate and deliver regular executive business reviews (EBRs) to senior management to track progress, resolve roadblocks, and align on future goals.
• Coordinate with relevant teams to ensure necessary competencies and certifications are developed to meet demand.
• Personal and managed (where appropriate) sales targets to be agreed.