Supply Chain Academy Senior Sales Account Manager - ...

Accenture is one of the leading providers of management consulting services worldwide with more than 15,000 consultants in 49 countries. Our management consultants create, design and build new business models and help our clients integrate and operate them.  Youll have the opportunity to turn theory into practice and shape strategies right through from inception to execution. How?  By acting as a trusted advisor in identifying and creatively solving complex problems, designing/restructuring critical processes, and fundamentally transforming the way a company operates, in order to help them become a high-performance business.  Our suite of services delivers tangible business outcomes for our clients and is built on both industry and business expertise.    Accentures Services workforce is a dedicated team of people who work on outsourcing engagements.  These are long-term partnerships with clients for whom we manage and provide increasingly specialized business operations, such as finance and accounting, IT, applications development and maintenance, help desk services, and HR.  We not only maintain key business functions for clients, we constantly seek to improve them to help our clients move ahead of the competition.   The Supply Chain Academy (SCA) is the largest, most comprehensive learning offering targeted at supply chain professionals. SCA is part of the Accenture Supply Chain Consulting organization and offers over 375 elearning courses across all areas of supply chain.  In addition, we support leading certifications from APICS, ISM and CIPS.    We are seeking a senior account manager to expand our sales efforts in the U.S. The senior account executive sales position is responsible for relationship management and account development for a named account territory. This position will target a portfolio of large clients and offers learning solutions targeted at supply chain professionals and their organizations. This position reports into Senior Executive of Supply Chain Academy.   J

 

ob Responsibilities

• Sell comprehensive solution including learning assessment services, Supply Chain Academy and implementation services.
• Meet or exceed all assigned revenue targets. Goals will be assigned on a quarterly basis.  Goal achievement is tied to SCA license sales.
• Effectively sell the Supply Chain Academy value proposition to all necessary levels within Accenture and gain commitment to sell to targeted named account.
• Ensure the consistency and predictability of sales revenues on a quarter-by-quarter basis and to keep management visibility and involvement high in all key opportunities.
• Maintain a 3:1 pipeline ratio of active opportunities to business closed on a quarterly basis.  To accomplish, dedicate at least 50% of working week time to adding new prospects to the funnel.
• Manage the sales pipeline and forecast on a daily and weekly basis utilizing Supply Chain Academy standard sales automation tools to allow complete visibility of all opportunities.
• Provide weekly updates including discussing new prospects added and movement of existing prospects.
• Manage all aspects of the sales cycle. This includes prospect identification, qualification and building of interest, identifying client needs and discussing SCA value proposition, demonstration of solution, managing product evaluation process, proposal generation, negotiation and close.
• Professionally represent Accenture in all customer business transactions and be responsible for the overall customer satisfaction level of assigned client prior to client being transition to inside support group.
• Maintain product knowledge and actively participate in product training sessions.
• Actively participate in sales skills training and development sessions as required.

Qualifications

Basic Qualifications

• 7 years experience selling supply chain software solutions or eLearning solutions.
• 7 years experience in the area of prospect identification, client development, proposal generation, negotiations and closing
• Bachelors Degree
• Ability to meet travel requirements 25-35%

 

Professional Skill Requirements

• Excellent executive relationship building skills and a proven ability to negotiate complex solutions.
• Ability to create and deliver influential C-level communications with clarity, confidence and enthusiasm.

 

Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.   Applicants for employment in the U.S. must possess work authorization which does not require sponsorship by the employer for a visa.