Sales Capture Lead

4 weeks ago

San Jose, United States Entire Hire Full time
Sales Capture Lead - Technology Consulting, Utilities-West Coast
  • Full-time

What We Do WITH Employers:

We offer Permanent and Executive Search staffing, serving a broad spectrum of industries with qualified candidates in their fields. Our consultants have been in your corporate hiring shoes with a mix of agency background. Exceptional recruiters always find the right fit regardless of the role they are working on.

Position Overview:

The capture sales executive is accountable for managing a pursuit strategy/team of professionals in the identification and pursuit of new leads and opportunities within the targeted marketplace. A successful Capture executive establishes and strengthens relationships with client C-Level face-offs, business and technical buyers, and key project stakeholders. He/she networks with industry leaders, business partners, Accenture Alliance partners, industry vendors, and competitors, and participates in key industry forums. The capture executive will develop and direct sales efforts for new clients, new buyers in existing clients, and across expansion opportunities within existing clients in areas including:

  • IT spend management: Asset management, managed procurement and technology spend management to reduce overall IT non-salary spend.
  • Service desk: Help Desk, single point of contact for support and online portal services to resolve frontline issues.
  • Data center services: Hosting to support development and production environments, storage services, database management, and messaging services.
  • Security services: Identity management, intrusion and firewall protection, end-user device and messaging security, and policy and awareness.
  • Communications services: Data and voice network management, optimization, and converged services.
  • Workplace services: Lifecycle management for desktops, field services and mobile devices, and file and print services.

Key Responsibilities:

  • Establish qualification and win strategy and power map.
  • Coordinate internal approvals and sales team resources; manage solutions/propositions and develop client interactions and relevant client demonstrations.
  • Ensure a competitive advantage is created and maintained.
  • Effectively engage with the C-suite to maintain their continued support of the Accenture proposition.
  • Influence client's selection process and evaluation criteria.
  • Facilitate the negotiations and closing activities.
  • Manage successful transition of the opportunity to the delivery team.
  • Support efforts and/or gain client agreement for press releases, referenceability, etc.
  • Participate in roles from the Sales Role Blueprint and Credit Allocation: Sales Lead, Deal Shaper, Negotiator, Bid Manager, and potentially as the Origination Lead for small-medium size deals.
  • May supervise or manage other Sales Capture Leads or other sales team members.

Additional Requirements: Ability to travel domestically up to 75%.

Basic Qualifications:

  • Minimum 7 years of selling transformational infrastructure solutions and/or services sales experience in the Technology Consulting, Utilities industry vertical.

Preferred Skills:

  • Experience with C-Level client relationship building and management.
  • A proven and consistent track record of exceeding quotas consisting of annual sales and/or revenue objectives.
  • Demonstrated success in sales of project-based professional technology services, as well as experience with outsourcing/extending projects to long-term value propositions.
  • Proven success in Sales Pursuit Management, Win Strategy and Proposal Development, Pricing Strategy & Execution, Negotiating to Close, Deal Shaping, and Qualification.

Professional Skill Requirements:

  • Global expertise and perspective for delivery of technology solutions.

Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States (i.e., H1-B visa, F-1 visa (OPT), TN visa or any other non-immigrant status).

No Phone Calls/Emails please; those chosen for an interview will be contacted.

We look forward to receiving your application All your information will be kept confidential according to EEO guidelines.

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