AddressJob Role: Oracle Cloud Sales Lead
Location: London
Salary: Competitive Salary+ Package
Career Level: Associate Director
Background:
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
Accenture has launched the Platforms Business Growth Engine to dramatically improve our success rate in platform sales and revenue determined by ‘win rate’ and pipeline health; a focused executive-level effort between Platforms and Accenture leadership, to turbo-charge our joint business, and deliver outstanding customer experiences for our clients. You will be part of an exciting environment – Platforms is one of six FY24 initiatives to knit the business together across each of its capabilities and as such is a true One Accenture initiative.
The Platform Growth Engine exists to help our clients create the best customer (and human) experiences on the planet. We do this by combining the best aspects of our creative agency network, service design and strategy outlook, business consulting rigour and digital technology enablement. You will have the opportunity to scale our Platform capability into the wider Accenture network (Accenture's clients span the full range of industries around the world and include 91 of the Fortune Global 100 and more than three-quarters of the Fortune Global 500.)
Oracle Sales Team:
People in the Sales career track grow pipeline and sales by supporting, managing or leading the origination and/or closing of sales opportunities in a specific area or across a range of Accenture offerings. They progress by deepening sales skills and/or developing new related skills, growing into more complex sales roles, laterally, upward, or in their current role.
The Sales Teams lead the sale of large and complex opportunities at Accenture in the UK and Ireland across a variety of different industries. It is a dynamic team made up of Sales Leads, Deal Shapers and Bid Managers who lead and support opportunities that often combine the full breadth of Accenture. We work with most of the major clients across many market sectors, as well as working with new players in the industry. This is an exciting and vibrant team that brings to bear the best of sales at Accenture within a team environment that positively encourages growth and promotion.
What responsibilities will you have?
Sales Origination Lead – Oracle Business Group
Originate new Oracle-based platform deals taking from lead through qualification to preferred supplier
The priority of the origination role is to get all deals to Stage 2B
The second priority is for a subset of all deals worked to reach ‘sold’ status
You will be rewarded for achieving success in each category (2B and ‘Sold’)
For example, Seller A carries an all-up sales target of $50m. The goal is to get $50m of work to submission of offer (2B) - $20m of the $50m total has to reach ‘sold’ status
The SAB plan will provide more details – sent under a separate cover
Accepting our CG has primacy with our clients, work as a team with key CG personnel (CAL, Sales) as well as Service Group colleagues (BG leadership, TSL, Management) to reach successful outcomes in Oracle deals
Advise overall sales strategy in opportunities, helping to qualify and shape sales messages etc.
Develop relationships with key buyers and decision-makers at new and/or existing clients which may lead to personal deal ownership, handing on to another seller, executive sponsorship
Work within the direction of the Business Group Sales Lead to maximise the success for the Business Group, leveraging talent on and offshore
Platform Partner Engagement
Spend time building relationships with Oracle, across accounts, industries, partnerships etc. in pursuit of identifying new opportunities and positioning Accenture as an ideal partner (‘Origination’)
Includes entire Oracle stack, applications, technology, Oracle Cloud Infrastructure (OCI)
Identify and nurture ideas, and opportunities and shape deals together with key executives from our partner organisation
Support partner events and activities more broadly given our Platform partners have regular events aimed at driving new business and relationships
Engage in hospitality with key Partner contacts entertaining in Accenture fora as well as being a regular face at Partner hospitality events
Run the business
Play a lead role in qualification ensuring we can compete in the market, including regular competitive analysis of our competitors. Remain close to the Platform Business Group ensuring demand and supply are joined up.
Maintain meticulous rigour of own opportunities and assist Business Group Sales Lead
Spend time in some/all Client Groups to build our relationships and position Oracle to become more visible.
Work with other Accenture entities (eg Song, S&C) to ensure that we are working on deals and driving our collective narrative forward together.
Actively participate in New Business Meetings (NBM), own opportunities in Manage My Sales (MMS), etc to ensure that our qualification and deal management are well orchestrated.
