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 Service Now 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.

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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.

• 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.

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

• Minimum of 2 years' recent experience selling Service Now 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)

• 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 Service Now solutions

• Driving high-value Multi-Tower Deals

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

• Experience in managing and navigating Service Now sales teams.

• Experience with C-Level client…