ServiceNow Niche Sales Capture Senior Manager

Accenture•New York, NY

1d•Onsite

About The Position

People in the Sales career track at Accenture play a key role in growing pipeline and sales by originating, identifying, managing, and closing sales opportunities primarily related to Accenture’s ServiceNow practice, extending to and intersecting with a full range of Cloud offerings including cloud strategy, cloud-native development, migration & modernization, technology resale, and cloud managed services. Sales professionals drive the sales process and outcomes, growing a profitable pipeline and/or backlog through deal origination, sales negotiations, and closure. The Niche Sales Capture Senior Manager is an experienced deal shaper who aligns with client imperatives and solves business problems that often combine Niche with the full breadth of Accenture services. They manage opportunities from sales pursuit to close using deep sales process and offering expertise, and develop relationships with key buyers and decision-makers at new and existing clients to protect and grow the business. This role is part of an exciting and vibrant global team that encourages growth and promotion, collaborating with other Sales professionals, Industry Client Account Leads, and Account Executives to identify, pursue, and close new business opportunities.

Requirements

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)

Nice To Haves

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.

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.