Role: Sales (Capture) Lead - Financial Services

Level: CL6

Location: London

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 seek a Senior Manager with measurable experience of sales / business development leadership gained within a professional services environment.

Applicants should be able to demonstrate experience of originating and leading large and complex (in excess of $15m) sales within the Financial Services Sector (Banking, Capital Markets, Insurance, Commercial Banking).

“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 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.

You will play a senior role as 'first chair', identifying opportunities and leading the team to present prospective clients with compelling reasons to choose Accenture as their reinvention partner.

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 FS clients leading deals over $15m.
• 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, whilst delivering a strong Accenture internal business case.
• 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 (for example in describing the commercial model).
• Manage Accenture approvals to build internal support for opportunities. This will include storyboarding, creating, and presenting written / visual content to senior internal stakeholders.
• 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.
• 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.