Marketing Senior Manager - Deal Origination & Transformational Sales, Europe

Marketing Senior Manager - Deal Origination & Transformational Sales, Europe 

Career Level 6

Location London

Salary: Depending on experience

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

This position reports to the global deal origination and transformational sales lead and oversees marketing for early stage deal support for mega deals (deals >$100M) and strategic sales campaigns in Europe. As the marketing partner to Accenture’s Market Maker sales organization, the role encompasses a mix of Pursuit Based Marketing as well as the planning and execution of priority sales campaigns, which includes the creation of strategic sales materials and assets to support campaigns and enable the sales organisation. With a cross-industry, cross-service remit, this person acts as the interlock across M+C ensuring continuity and seamless delivery of our services.

As the leader for a group of uniquely skilled professionals, the individual should be astute in design thinking methods (Accenture FORM, Selling In The New (SITN), etc) and their applications in the sales process. They must also ensure marketing is engaged as early as possible in the sales cycle to guarantee we deliver on the promise of One Accenture.  

This position requires strong business-to-business marketing experience in the professional services or IT services marketplace. Responsibilities include creating the strategy and determining the marketing components, within a defined framework, to differentiate Accenture and increase win rates. Establishment of KPIs, measurement and continuous improvement are key.

The individual is responsible for the creation and execution of compelling and differentiating messaging as well as disruptive creative that inspire communication materials to be used through the full lifecycle of the deal. There will always be a focus on helping to shape the value story within the deal.

In addition, ownership of data and insights for deals is key to driving continuous improvement. This includes collaboration with research, client insight, competitive intelligence, internal and external sales support partners and sales teams to differentiate through marketing strategies designed to win work. The individual helps their team apply best practices and frameworks to drive the best outcomes for deals in Europe.

The individual in this role must be a self-starter with strong executive presence and able to work collaboratively in a matrixed environment at all levels of the organisation. They must possess deep business acumen and be comfortable coaching business teams on high touch, high value marketing activities and plans. As a team lead and People Lead for Manager level employees, they must be an active advisor and an example of an objective, results-oriented and innovative marketing leader to their team and others. In turn they must nurture a culture that rewards strategic thinking, innovative solutions and collaboration across all areas of the business and marketing.

Key Objectives:

• Lead a team of uniquely skilled individuals to increase deal win rate of mega deals and effectiveness of priority sales campaigns in Europe.
• Increase marketing differentiation in the early part of the sales lifecycle (pre stage 0 – 1).
• Support global lead with overall team management, metrics and reporting for the European market.
• Enhance client perception of Accenture, differentiate Accenture from competitors, and create preference for our services and assets.
• Enable the business to help grow client relationships and conversations via digital channels 
• Increase efficiency and effectiveness of programs by applying best practice techniques and bringing innovation.
• Create industrialized, re-usable frameworks, assets and tools to improve speed to market while reducing costs.

Key Responsibilities:

• From a deal support perspective, the creation of compelling and differentiating messaging and depending on the needs of the deal team, disruptive creative that inspire communication materials to be used through the full lifecycle of the deal.
• Ensure team is using and improving the pursuit-based marketing framework to ensure innovation, industrialization and integration.
• With regards to priority sales campaign activation, work with broader M+C to understand relevance of campaigns but also corporate functions such as Offering Development, Knowledge Share and Learning to maximise the sales enablement process, drive differentiation, personalization and the One Accenture model.
• Support global team lead in creation and promotion of materials and assets – tailored to the local Market or client need - to equip sales and Market Maker leads to support their sales and origination goals.
• More specifically, working in tandem with M+C Services team, oversee the implementation and execution of a dedicated review process, as well as creation of scalable assets, and templates to support identified Cloud deals.
• Deliver cost-efficient integrated marketing campaigns, including message development and creation of marketing assets.
• Draw insights from program analytics to refine programs and improve performance.
• Actively advise and coach team members to ensure an efficient process runs smoothly and business stakeholders are equipped with our best assets for their needs.
• Share best practices to help improve skill development and ability amongst team.
• Build relationships with client-facing deal teams, coaching them on best practice sales and marketing strategy, tactics and implementation, to improve client relationships and win rates.
• Assist in planning of investments and manage operational budget items.
• Ensure that all global marketing policies and procedures are followed.
• Manage multiple deals and stakeholders across various timelines.
• Travel domestically and / or internationally, as needed on limited basis.

Basic Qualifications:

• Bachelor's degree or equivalent
• Significant experience in integrated marketing particularly sales, business development, client and opportunity centric marketing programs
• Strong experience in B2B marketing including digital, social media and marketing analytics
• Must be agile and willing to jump in and execute deliverables when needed
• Overall program management skills, including excellent communication skills and people management skills, are required to ensure production support and design activities are completed on time and on budget

Preferred Skill Requirements:

• Proven experience in marketing strategy development and planning
• Proven experience in message development
• Strong written and oral communication, negotiation and presentation skills
• Proven experience in marketing asset development
• Proven experience in B2B digital /social media marketing
• Proven experience in marketing analytics and performance improvement
• Proven project management experience working to tough deadlines
• Proven people management skills

Professional Skill Requirements:

• Broad overall business acumen, industry knowledge, knowledge of Accenture's areas of business
• Understanding of Accenture’s Sales Cycle and ability to apply marketing concepts across the stages, with a focus on early-stage opportunities.
• Ability to develop and apply creative solutions to complex issues
• Budget management
• Excellent customer service skills
• Executive presence and influence
• Ability to manage and build relationships in a matrixed environment
• Global perspective and understanding of local business marketplace
• Ability to work autonomously and independently, yet integrate appropriately within Marketing & Communications and other areas of Accenture
• Ability to manage multiple projects under tight deadlines and budgets

What’s in it for you

At Accenture in addition to a competitive basic salary, you will also have an extensive benefits package which includes 30 days’ vacation per year, gym subsidy, private medical insurance and 3 extra days leave per year for charitable work of your choice!

Flexibility and mobility are required to deliver this role as there will be requirements to spend time onsite with our clients and partners to enable delivery of the first-class services we are known for.

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. We combine unmatched experience and specialized capabilities across more than 40 industries — powered by the world’s largest network of Advanced Technology and Intelligent Operations centers. With 509,000 people serving clients in more than 120 countries, Accenture brings continuous innovation to help clients improve their performance and create lasting value across their enterprises. Visit us at www.accenture.com

Accenture is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion or belief, ethnic or national origin, disability, age, citizenship, marital, domestic or civil partnership status, sexual orientation, or gender identity, or any other basis as protected by applicable law.