ServiceNow Niche Sales Capture Senior Manager

People in the Sales career track play a key role working as part of our account team to grow pipeline and sales by originating, identifying, managing, and closing sales opportunities principally related to Accenture’s ServiceNow practice and which extend to, and intersect with our full range of Cloud offerings, including cloud strategy, cloud-native development, migration & modernization, technology resale, and cloud managed services. They progress by deepening sales skills, developing new skills, and evolve into more complex sales roles on larger opportunities. Sales professionals drive the sales process and outcomes on a dedicated basis, growing a profitable pipeline and/or backlog of sales, through deal origination, sales negotiations, and closure.

Learn more about ServiceNow at Accenture Here

You Are:

The Niche Sales Capture Senior Manager is an experienced deal shaper that aligns to client imperatives and solves business problems that often combine Niche with the full breadth of Accenture services. They manage the opportunity from sales pursuit to close using deep sales process and offering expertise and develop relationships with key buyers and decision-makers at new and or existing clients to protect and grow the business. This is role in an exciting and vibrant global team who bring to bear the best of sales at Accenture within a team environment that positively encourages growth and promotion. Individuals in this role will collaborate with other Sales professionals, Industry Client Account Leads and Account Executives to identify, pursue and close new business opportunities in existing and new accounts. 

Role Responsibilities: 

• Originate, shape, and transact sales opportunities (or a portfolio or opportunities).

• Proactively generate and build client relationships (qualify, solution, negotiate, close).

• Articulate a compelling and differentiating value proposition to the client, that aligns to their business imperatives.

• Create a compelling vision for the deal outcome through active listening, storytelling, and immersive experiences.

• Commercial shaping of multi-discipline transactions.

• Influencing client’s selection process and evaluation criteria.

• Support and lead business negotiation.

• Provide discipline and rigor to the sales process, advising and coaching deal teams on how to develop win strategy through to close plan; prepare and conduct negotiations; and debriefs internally and with the client.

• Work closely with the Sales leadership and Client Account leadership, the client team and relevant subject matter experts.

• Engage the firm’s leadership as appropriate and shepherd the deal through the firm’s approval process.

• Identify and assess complex problems for area(s) of responsibility. Creates solutions in situations in which analysis requires in-depth knowledge Niche of organizational objectives.

• May supervise or manage Bid Managers or other sales team members.

• Bring the right talent to the sales opportunities at the right time.

• 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 need:

• Minimum of 4 years’ experience shaping, negotiating, and closing large ServiceNow deals in the professional services space.

• Minimum of 2 years' recent experience selling ServiceNow products and services.

• Minimum of 6 years Sales Pursuit Management experience.

• Minimum of 2 years’ experience in direct sales with quotas of $5M to $25M+ depending on industry and portfolio.

• Experience in a digital first, data and AI led, B2B or B2C, global organization.

• Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience)

Bonus points if you have:

• Experience in the one of the following industries: Banking, CMT, Healthcare, Resources, Retail, Travel, Consumer Goods, or Industrial.

• Knowledge of the marketplace and delivery of ServiceNow solutions

• Driving high-value Multi-Tower Deals

• Experience with senior executive client relationship building and relationship management.

• Experience in managing and navigating ServiceNow sales teams.

• Experience with C-Level client relationship building and relationship management.

• Proven ability to operate within a team-oriented environment.

• Demonstrated commitment, teamwork and collaboration in a professional setting; either military or civilian.

• High energy level, focus and ability to work well in demanding client environments.

• Excellent communication (written and oral) and interpersonal skills.

• Strong leadership, problem solving, and decision-making abilities.

• Unquestionable professional integrity, credibility and character.

What’s in it for you?

• You will be part of a diverse, vibrant, global Accenture community; teams pushing the boundaries of new business capabilities and emerging technologies and services, sharing their experiences and lessons learned with each other.  You’ll have the chance to thrive in an environment where your ideas are valued and your voice matters.

• At Accenture, you will be able to work on meaningful and innovative projects, powered by the latest technologies and industry best practices such as event-driven architectures and domain driven design.

• Accenture will continually invest in your learning and growth. You'll learn from and work with Accenture’s certified practitioners and Accenture will support you in growing your own tech stack, sales skills, and certifications.

• You'll be immersed in the design and implementation of human-centric solutions to help solve complex challenges with some of the world’s largest companies.

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 as set forth below.
We accept applications on an on-going basis and there is no fixed deadline to apply.

Information on benefits is here.

Role Location                                    Annual Salary Range

California                                           $136,800 to $237,600

Cleveland                                            $136,800 to $237,600

Colorado                                            $136,800 to $237,600

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

Illinois                                                 $136,800 to $237,600

Maryland                                           $136,800 to $237,600

Massachusetts                                  $136,800 to $237,600

Minnesota                                         $136,800 to $237,600

New York/New Jersey                    $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.

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

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