Full Job Description
Role: Product Engineering Sales Director IX.0
Organization: Accenture Technology
Accenture’s Industry X.0 team is building out a High-Performance Computing (HPC) infrastructure practice as one of Accenture’s key strategic global growth initiatives in the Hybrid Cloud service offering across varied HPC engineering environments in our Communication/Media/Technology clients including – EDA/Chip design, Media rendering, and A&D. Growing Accenture’s very own high-performance compute solution – Accenture Engineering Compute – in the market, a combination of innovative use of machine learning, analytics, cloud and next gen data center technologies. At the forefront, we’ve created a new role to aggressively grow business with the responsibility of all aspects of origination discussions to contract signing. This seasoned Sales Leader, part of a startup executive team, will establish target market segments and build out a qualified sales pipeline, boot-strap and drive end-customer dialogue, and build the Accenture Engineering Compute brand while working with our high performance compute experts.
Initiates and manages the pipeline of target client organizations and roles
Participate as a key member of the pursuit team, along with Accenture’s own HPC experts, and members from the client account team
Manages the pursuit budget, communications and performance against process milestones.
Communicates and reinforces the sales strategy and client requirements to the pursuit team.
Educates and coaches the pursuit team on the pursuit and third-party intermediary (where applicable) processes.
Develops and manages the project schedule and formulates the pursuit timeline and reviews/gates.
Racking up those air miles will have to wait, as weekly non-essential travel to client sites Monday through Thursday is currently suspended. For now, all Accenture business travel, international and domestic, is currently restricted to client-essential sales/delivery activity only.
Please note: The safety and well-being of our people continues to be the top priority, and our decisions around travel are informed by government COVID-19 response directives, recommendations from leading health authorities and guidance from a number of infectious disease experts.
Sales Execution professionals involve multiple activities like target the right clients, grow quality pipeline, win profitable deals and manage sales activities with the objective of creating mutually beneficial, trust-based relationships that create value.
Sales Pursuit and Closure professionals represent individuals who manage and close opportunities through the establishment of a win strategy, ongoing qualification, coordinating all required internal approvals, identification of required resources, management of the solution/proposition development, management of client interactions during the sales process and facilitating the negotiations and closing activities.
A professional at this position level within Accenture has the following responsibilities:
Adapts existing methods and procedures to create alternative solutions to moderately complex problems.
Understands the strategic direction set by senior management as it relates to team goals.
Uses own judgment to determine optimal solution to recommend.
Primary upward interaction is with direct supervisor or teams leads.
Generally, interacts with peers and/or management levels at a client and/or within Accenture.
Determines methods and procedures on new assignments with minimal guidance.
Decisions often impact the team in which they reside and occasionally impact other teams.
Manages medium-small sized teams and/or work efforts (if in an individual contributor role) at a client or within Accenture.
Here's what you need:
Product Engineering/Engineering Outsourcing Sales experience with high annual sales targets
Minimum of 5 years’ experience in bid management and contract shaping
Minimum of 7 years of selling/business development experience and proven track record
Bonus points if:
Proven ability to originate, nurture and progress HPC deals on a pipeline.
Articulate and passionate Industry follower on HPC and its rapidly evolving business models and technology disruptors.
Knowledge of HPC workloads (AI, Analytics, EDA, Visualization, CAD, CAE.)
Understanding of HPC Cloud migration challenges on TCO and solution approaches on solving for latency, IP protection and compliance.
Proven ability to originate, nurture and progress HPC deals on a pipeline.
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