Overview
We work with one shared purpose: to deliver on the promise of technology and human ingenuity. Every day, more than 775,000 of us help our stakeholders continuously reinvent. Together, we drive positive change and deliver value to our clients, partners, shareholders, communities, and each other. We believe that delivering value requires innovation, and innovation thrives in an inclusive and diverse environment. We actively foster a workplace free from bias, where everyone feels a sense of belonging and is respected and empowered to do their best work. At Accenture, we see well-being holistically, supporting our people's physical, mental, and financial health. We also provide opportunities to keep skills relevant through certifications, learning, and diverse work experiences. We're proud to be consistently recognized as one of the World's Best WorkplacesTM. Join Accenture to work at the heart of change.
Visit us at www.accenture.com
Role Summary
Works within a defined set of accounts to identify new opportunities and renew contracts within existing customers in Australia in order to build a pipeline of deals and manage them to closure so they can attain closed revenue quotas.
Key Responsibilities
* Activity – Has end to end sales responsibility including pipeline origination, pipeline progression, pipeline close, and post-close account management, upsell/cross-sell, and renewal
* Target audience – Targets predefined account base; Operational, Business, and Financial Decision Makers; all segments/industries
* Messaging – Utilizes account based consultative approach, and long-term relationship management
* Product/Offering focus – Solution selling approach covering full portfolio including services offerings, transactional and/or contractual sales. Product portfolio includes but not limited to mobility, data connectivity, and security/cloud solutions, with multi-tower offering.
* Qualification/Sales Stage – 0-100%: Owns deal origination, full lifecycle management and progression, Post close fulfillment/delivery and account management
* Deliverable – Produces validated closed revenue, accurate deal/opportunity records, pipeline review/forecast documentation, proposals
* Communication Skills – Executive level written and verbal communication
* Relationship Management – Nurture and establish relationships with key customer stakeholders to build trust, uncover requirements, and propose effective solutions
* Sales Skills – Consultative sales approach, maintain pipeline hygiene and velocity, able to balance pipe generation and closed revenue goals. Experience understanding client context, challenges, and working collaboratively to bring together the right product components into a compelling solution, including budget / TCO business case
* Account & Territory Planning – experience developing and executing against account and territory plans
* Technical Knowledge – Knowledge of IT industry trends, ability to learn and discuss transformative IT solutions
* Business Operations – Understands requirements for successful deal closure and can manage dependencies in other departments/teams
Qualifications
* Education – Bachelor's degree is required, Professional Sales Training preferred
* Experience – Full cycle sales experience in telco industry or technology is required, with proven track record of strong client relationships and quota attainment. Min 1-2 years' relevant experience
* MUST have skills – IT background (Cloud and/or Cybersecurity/Firewall)
* Tools/Systems – Fluency with basic productivity tools (Outlook, O365, Web Conferencing tools) and experience using Salesforce CRM system required, experience using prospecting tools (LinkedIn Sales Navigator, etc.) preferred
Goal Metrics and KPIs
* Goal Metrics – Pipeline Generation, Closed Sales, Account Growth/Expansion
* KPIs – Qualified opportunities, pipeline generation, pipeline hygiene, close rates, forecast accuracy, number of key contacts developed per account, number of meaningful conversations
Progressive Employee Benefits
To view our Progressive Employee Benefits covering Health, Wellbeing, Progressive Leave Options, Sustainability click on the link below.
Progressive Employee Benefits – Australia
Equal Employment Opportunity Statements
For Australia: At Accenture, we recognize that our people are multi-dimensional, and we create a work environment where all people feel like they can bring their authentic selves to work, every day. Our unwavering commitment to inclusion and diversity unleashes innovation and creates a culture where everyone feels they have equal opportunity. Our range of progressive policies support flexibility in 'where', 'when' and 'how' our people work to ensure that Accenture is an organisation where you can strive for more, achieve great things and maintain the balance and wellbeing you need. We encourage applications from all people, and we are committed to removing barriers to the recruitment process and employee lifecycle. All employment decisions shall be made without regard to age, disability status, ethnicity, gender, gender identity or expression, religion or sexual orientation and we do not tolerate discrimination. If you require adjustments to the recruitment process or have a preferred communication method, please email exectalent@accenture.com and cite the relevant Job Number, or contact us on +61 2 9005 5000.
To ensure our workplace is inclusive and diverse we are setting bold goals and taking comprehensive action. To achieve these goals, we collect information that allows us to track the effectiveness of our Inclusion and Diversity programs. Learn how Accenture protects your personal data and know your rights in relation to your personal data. Read more about our Privacy Statement.
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Locations
Melbourne
Additional Information
Equal Employment Opportunity Statement for Australia and New Zealand
At Accenture, we recognise that our people are multi-dimensional, and we create a work environment where all people feel like they can bring their authentic selves to work, every day. Our unwavering commitment to inclusion and diversity unleashes innovation and creates a culture where everyone feels they have equal opportunity. Our range of progressive policies support flexibility in 'where', 'when' and 'how' our people work to ensure that Accenture is an organisation where you can strive for more, achieve great things and maintain the balance and wellbeing you need.
We encourage applications from all people, and we are committed to removing barriers to the recruitment process and employee lifecycle. All employment decisions shall be made without regard to age, disability status, ethnicity, gender, gender identity or expression, religion or sexual orientation and we do not tolerate discrimination. If you require any accommodations or adjustments for interviews and/or at work, please reach out to exectalent@accenture.com or contact us at +61 2 9005 5000 (Australia) or +64 44666056 (New Zealand).
To ensure our workplace is inclusive and diverse we are setting bold goals and taking comprehensive action. To achieve these goals, we collect information that allows us to track the effectiveness of our Inclusion and Diversity programs. Learn how Accenture protects your personal data and know your rights in relation to your personal data. Read more about our Privacy Statement.
About Accenture
We work with one shared purpose: to deliver on the promise of technology and human ingenuity. Every day, more than 775,000 of us help our stakeholders continuously reinvent. Together, we drive positive change and deliver value to our clients, partners, shareholders, communities, and each other.
We believe that delivering value requires innovation, and innovation thrives in an inclusive and diverse environment. We actively foster a workplace free from bias, where everyone feels a sense of belonging and is respected and empowered to do their best work. At Accenture, we see well-being holistically, supporting our people's physical, mental, and financial health. We also provide opportunities to keep skills relevant through certifications, learning, and diverse work experiences. We're proud to be consistently recognized as one of the World's Best WorkplacesTM.
Join Accenture to work at the heart of change. Visit us at www.accenture.com.
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