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.
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.
The SAP Application Services Account Executive (SAP AE) is accountable for driving incremental SAP sales in the Application Services arena on existing assigned accounts as well as whitespace accounts. The SAP AE role focuses on selling SAP Systems Integration (SI) and SAP Application Outsourcing (AO) deals. SI deals include but are not limited to implementations, deployments, upgrades, testing, factory development, project control services or other staff augmentation opportunities. AO deals would include larger multi-year outsourcing deals as well as smaller staff augmentation opportunities. The Application Services Account Executive may be targeted to a single geography or work across multiple geographies. This role reports to the Application Services CSG lead and works closely with the Client Account Lead.
The SAP Account Executive Will Work To
Develop new Client relationships and manage those effectively
Expand our work in new areas of the client’s business through new offerings and services through approved contracting channels
Help originate sales opportunities and take them through to successful closure
Respond to RFPs around specific, approved opportunities
Manages the SOW & provides status updates to clients for the incremental work sold
Work closely with the commercial director to report on P&L and MIS for incremental sales
Develop new client relationships and expand existing relationships to drive Application Services Sales in SAP and related technologies
Manage client expectations in conjunction with the Client Account Lead (CAL) or Technology Account Lead (TAL)
Provide advice on solutions to business requirements, and plan services to be delivered to users
Work closely with the client to identify business requirements, and define service requirements for new services
Work with the client and the GDN to commit to the scope of work, schedule, and cost for the work as a whole
Work with the client to establish a prioritization approach, and adjust priorities of work with clients as necessary
Achieve Application Services contract controllable income (CCI) targets, forecasts, puts/takes
Ensure adoption and compliance with Accenture Delivery Methods in accordance with Policy 11, including the creation and maintenance of the management plans (e.g., Business Continuity, etc.)
Work with Client Account Leads and/or Technical Account Leads to drive incremental revenue growth through further expansion of footprint at client
Leverage industry expertise to influence client in resourcing strategies
Participate in Account planning and forecasting activities.
Minimum of 12 years of experience with strong sales, delivery, relationship management and account management experience in the IT services industry with top tier global delivery service providers
Minimum of 3 years’ experience selling SAP
Minimum of one-year experience with an IPP
Minimum of one-year experience in the following industry: Products (Retail, CPG, Life Sciences and others)
Extensive work experience in a global delivery center and client sites
Experience of working in a Global Delivery Model
Proven capability to building relationships with CXO/Director/VP level client contacts Deep Account Management and Project Management experience
Knowledge of industry specific products, services and solutions
Good understanding of industry specific business issues and drivers
Proven experience in a rapidly growing account
Hands-on experience with proposal/RFP creation and leading RFP/proposal presentations
Strong leadership, interpersonal, communication and presentation skills
Wide variety of IT and business consulting engagement experience
Bachelors or MBA degree
Professional Skill Requirements
A technology delivery background with strong client-facing skills
At least five years of previous experience in any of the top IPPs with particular exposure to leveraging a similar model to drive growth
Good understanding of the IPP competitive landscape
Ability to articulate Accenture’s value proposition to the client (educating the client about the efficiencies our tools and accelerators)
Package’ unstructured pieces of work into an outlined scope
Discuss contractual and commercial constructs of a deal and MSAs with a client
Rapidly respond to tactical resource requirements along with an ability to address small to mid-sized projects with technical proposals
Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Accenture (i.e., H1-B, F-1 visa (OPT), TN visa or any other non-immigrant status).
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
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