Role: Sales Capture Associate Manager

Level: CL8

Location: London

Salary: Competitive Salary and Benefits

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

As a team:

The UKI Sales Team is responsible for originating, selling, and closing complex contracts typically >$10m in value. It is a dynamic team made up of Sales Captures and Bid Managers who lead and support opportunities that often combine the full breadth of Accenture service offerings. We work with most of the major clients across the Financial Services Sector as well as working with new players in the industry. This is an exciting and vibrant team who bring to bear the best of sales at Accenture within a team environment that positively encourages growth and promotion.

What responsibilities will you have?

Actively supporting the leadership team in originate, shape, and transact large and complex sales opportunities, aligning Accenture’s value proposition to the strategic ambitions of our FS clients (either leading deals under $10m, or working under the direction of a Senior Sales Capture for opportunities over $10m).
Orchestrate the team in managing sales across the full opportunity cycle, including seeking qualification and funding approvals internally, creating value propositions and submitting proposals, shaping client pitches, participating in negotiations, and closing opportunities.
Own, develop, and manage relationships with key deal team components, Accenture ecosystem partners and, when required, clients involved in the sales process (e.g. procurement, programme lead, etc..).
Coordinate large, global, and diverse teams (e.g., >20 people) to deliver to often compressed client procurement timelines.
Support the development of compelling value propositions through contributing to the authoring of executive summaries which emphasise and evidence Accenture’s differentiation.
Drive responses to strategically important RFP questions (for example in describing the commercial model).
Manage Accenture approvals to build internal support for opportunities. This will include storyboarding, creating written / visual content that will be presented to senior internal stakeholders.
Participate in and help the contract development
Value proposition: How we plan to shape our commercial and technical solution, and which points we emphasise to differentiate ourselves from the competition.
Relationship strategy: Determine which interventions need to happen to build key relationships with our clients and ecosystem partners. Develop a plan that describes how, when and by whom these interventions will be completed.
Competitive analysis: What we see our competitors doing in the market relative to the opportunity we are working on, and what mitigations we can put in place to strengthen our approach / solution.
Credentials: Leverage internal network and available content to develop the best credentials to showcase Accenture experience and past success.
Develop junior talent within the sales team through active coaching.