Sales Origination Director

2 weeks ago

Chicago, United States Hispanic Technology Executive Council Full time

Who We Are Looking For:

Accenture is searching for a Senior Manager for Technology Sales to Public Sector Organizations in the United States that are not part of the Federal Government. This person will be an Individual Contributor and will be responsible for the sales origination and the sales capture of professional services work for Accenture focused on the Salesforce Platforms. We are looking for individuals with experience selling Salesforce Professional Services to Public Sector Organizations. Historically we have seen the largest budgets for IT Spend in the Health and Human Services run by various State Agencies or Large Local Governments. We are seeking someone with a strong understanding of the public sector use cases of the Salesforce in Public Sector Agencies including but limited to Healthcare, Social Services, Licensing Permitting, Inspections, Justice, and Public Safety. We will expect a proven track record of quota sales for products or services to the Public Sector market. We would strongly prefer a candidate with experience directly selling Salesforce Professional Services. This position is an individual contributor and will report to a Sales Manager in the United States responsible for Salesforce Professional Services Sales to North America Public Sector. While the primary areas of responsibility will be selling to Public Sector Agencies, there is the possibility of expansion of the assigned Sales Territory to any North American Commercial Accounts.

What You Will Do:

  • Drive revenue growth in the Public Sector market selling professional services for the implementation of Salesforce based solutions by a current Salesforce Summit partner.
  • Prospecting - working with marketing to set up Account Based Tracking in Buyer Intent Platform and Contact Sourcing Database.
  • Prospecting - working with marketing to set up email automation campaigns, then the account executive will call to prospect within the email open list.
  • Alliance Development - working with Alliance Team to develop a sales strategy to specific Salesforce RVPs and their Teams that cover the same accounts.
  • Selling Discovery - Surface business pains with the customer that require a Salesforce solution, then drive the discovery process with Incapsulate resources to build a Statement of Work (SOW).
  • Selling Relationship Development - Contact and network with C-Level, business & IT decision makers in the Insurance markets, and other industries with significant Salesforce investments.
  • Participate in project kick-offs and ongoing client relationship management.
  • Meet regularly with the Companys leadership team to ensure alignment of business development efforts with stated goals and targets.
  • Track all prospects, leads, contacts, accounts, and opportunities per established standards and processes.
  • Forecast Revenue accurately on a weekly basis and aide in planning Insurance Market Strategy.
  • Travel may be required for this role. The amount of travel will vary from 25% to 100% depending on business need and client requirements.

What you'll Need:

  • Minimum 7+ years experience in selling enterprise technology in the business development space.
  • Minimum 3+ years experience in selling Salesforce solutions with a strong understanding CRM.
  • Minimum 2+ years experience direct in the Public Service/Sector (State, Local, and/or Federal).
  • Minimum of 2 years of experience in direct sales, preferably with quotas of $10M+ dependent on industry and portfolio.
  • Proven ability to manage the entire sales cycle (customer identification, outreach, proposal creation, contract negotiations, closing, metrics reporting).
  • Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associates Degree, must have minimum 6 years work experience).

Bonus if you have:

  • Experience within the consultancy space.

Professional Experience:

  • Record of successfully managing multiple business development initiatives.
  • Ability to excel in a dynamic and fast paced environment.
  • Strong ability to differentiate our solutions and offerings from those of the competition.
  • Existing relationships with C-level executives within a variety of sectors that can be leveraged in business development initiatives.
  • Demonstrable experience collaborating with clients to drive decision making processes and deliver on time lines.
  • Strong business acumen with excellent customer-facing skills.
  • Strong interpersonal skills with the ability to collaborate, influence and challenge at all levels.
  • Strategic thinker, smart and creative, able to design and execute a strategic sales business plan to exceed targets.
  • Analytical thinker and problem solver who fosters fact-based arguments.
  • Strong focus on consistently defining and resolving customers needs.

What We Can Offer You:

  • Competitive compensation package.
  • Company benefits (health, dental, vision, life insurance) for all employees.
  • Flexible environment with tremendous growth potential, and the opportunity to make an immediate and substantial impact to your team and Company.
  • Take on a leadership role that will help define and build our organization now and into the future.
  • Work with a group of passionate, driven, and creative technologists.

Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired in California, Colorado, District of Columbia, Maryland, New York or Washington as set forth below.

Role Location Annual Salary Range

California $136,800 to $237,600

Colorado $136,800 to $237,600

District of Columbia $136,800 to $237,600

New York $136,800 to $237,600

Maryland $136,800 to $237,600

Washington $136,800 to $237,600

In addition to base pay, this Sales role is eligible for additional incentive compensation under the Sales Achievement Bonus Plan which is based on achievement toward individual sales targets, subject to Plan terms.

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