Deal Manager SEA
LOCATIONS:
About Accenture
Accenture is a global professional services company with leading capabilities in digital, cloud and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Interactive, Technology and Operations services—all powered by the world’s largest network of Advanced Technology and Intelligent Operations centres. Our 506,000 people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners and communities. Visit us at www.accenture.com.
Key Responsibilities
Asset Management & Client Satisfaction
Manage internal (Accenture engagement teams) and external (client) satisfaction to create ongoing relationships
Manage risk in the contractual terms with our clients
Manage internal (Accenture engagement teams) and external (client) satisfaction to create ongoing relationships
Manage risk in the contractual terms with our clients
Opportunity Management – Within assigned client group or territory
Lead negotiation with client team executives to determine requirements and/or specifications and to shape the deal
Develop and execute strategies to win; socialize Alliances strategy with stakeholders
Direct the development of appropriate Alliances Services proposals and RFP response materials
Direct the development of appropriate Alliances Services CSA/Arrangement Letter language
Lead the client presentations and oral proposal activities as appropriate
Negotiate and close the sale(s) directly with the buyer(s)
Manage overall technology implementations
Provide post sale support and account management to ensure high client satisfaction
Develop, present and sell add–on work and renewals
Negotiate revenue sharing agreements that compensate Accenture for demand creation and implementation activities when resale is not possible
Resale margin forecasting by quarter and updating the same on a regular basis as defined by the business, currently bi-weekly
Territory Management – Within assigned client group or territory
Independently (or with others) understand overall Accenture activities and identify and qualify potential opportunities/leads through the new business process, pipeline management, Alliances collaboration, client team discussions, networking, cold-calling, trade shows, public speaking, and by leveraging existing relationships
Develop and maintain relationships with potential client buyers, technology providers and engagement teams through target marketing and prospecting activities, networking with Alliances partners, telephone calls, personal emails, personal mailings, business forums, and/or other social gatherings
Identify specific sales opportunities within clients and/or targets
Determine which opportunities we should pursue using criteria such as highest probability of winning, profit potential, return on investment, level of effort, etc.
Grow the Business – Consistently add new clients
Effectively qualify in and out of clients
Win and Loss analysis with client teams and impact of Alliances partners
Independently (or with others) understand overall Accenture activities and identify and qualify potential opportunities/leads through the new business process, pipeline management, Alliances collaboration, client team discussions, networking, cold-calling, trade shows, public speaking, and by leveraging existing relationships
Develop and maintain relationships with potential client buyers, technology providers and engagement teams through target marketing and prospecting activities, networking with Alliances partners, telephone calls, personal emails, personal mailings, business forums, and/or other social gatherings
Identify specific sales opportunities within clients and/or targets
Determine which opportunities we should pursue using criteria such as highest probability of winning, profit potential, return on investment, level of effort, etc.
Grow the Business – Consistently add new clients
Effectively qualify in and out of clients
Win and Loss analysis with client teams and impact of Alliances partners.
Complexity
Requires identifying and assessing complex problems for area(s) of responsibility. Creates solutions in situations in which analysis requires in-depth knowledge of organizational objectives.
Requires involvement in setting strategic direction to establish near-term goals for area(s) of responsibility.
Interaction is with senior management levels at a client and/or within Accenture, involving negotiating or influencing on significant matters.
Authority
Latitude in decision-making and determination of objectives and approaches to critical assignments
Impact or Decision Impact
Decisions have a lasting impact on area of responsibility with the potential to impact areas outside of own responsibility
Scope
Manages large teams and/or work efforts at a client or within Accenture
You will also have opportunities to hone your functional skills and expertise in an area of specialization. We offer a variety of formal and informal training programs at every level to help you acquire and build specialized skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with teammates. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.
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, gender identity, or any other basis as protected by applicable law.
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