Sales Director, Public Service - California

Accenture is a leading global professional services company that helps the world’s leading organizations build their digital core, optimize their operations, accelerate revenue growth and enhance services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 774,000 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. Visit us at accenture.com.

Our Health & Public Service Client Services Group is dedicated to helping health organizations, government agencies and other public service organizations deliver better social, economic and health outcomes for the people they serve.

The Public Service Sales Director is a complex deal shaper with an entrepreneurial spirit, who excels at aligning client imperatives and solving business problems. Our Sales professionals 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. A person in this role is expected to originate and sell comprehensive deals with various operational components with a value range of $1M to $50M+.

As a Sales professional aligned to our Public Service practice, you have existing trust-based relationships with State and local government agencies and/or Higher Education institutions within California. You will be accountable for driving incremental sales, originating, and closing deals with the support of the California Account team and leadership across the organization.

Responsibilities include:

• Orchestrate and lead the entire origination process for large complex deals working with the Client Account Lead, Strategy and Consulting Lead, and relevant subject matter experts to bring the breadth of Accenture’s offerings.
• Bring a focus on the entire sales life cycle of an opportunity from origination to closure.
• Be client facing and have an individual pipeline target and a sales close target, the proportion of which varies dependent on level.
• Be the lead in ensuring the Accenture Sales Methodologies are implemented and followed to maximize win probabilities across a portfolio of State, Local and Higher Education (SLED) accounts.
• Determine pursuit strategies, develop client messaging plans and relationships, and apply industry-leading transformation strategies and practices.
• Mentor and collaborate with other sales colleagues within Accenture.
• Must live in Sacramento or Los Angeles, or surrounding area that is within driving distance, with the ability to work in Sacramento or Los Angeles regularly.

Basic Qualifications:

• Minimum of 8 years shaping, negotiating and closing complex multi tower deals for Public Services and/or Higher Education Clients
• Minimum of 8 years originating and capturing complex multi-tower consulting service deals, preferably in value greater than $5M
• Minimum of 8 years in sales leadership with progressive client facing responsibilities
• Existing trust-based relationships with California state agencies, larger city/county agencies across California, and/or Higher Education institutions within California

Professional Qualifications:

• Proven sales leadership originating and closing professional services opportunities, using a consultative, solution-oriented approach
• Conversant in emerging trends in IT and Business, and the impact on the Public Sector industry
• Ability to listen for client pain points/ opportunities to prime follow up discussions where the individual will be supported by the client account lead and the sales pursuit team
• Client facing (from deal qualification through close)
• Understands Accenture’s offerings including supporting differentiation and value propositions
• Ability to network across Accenture, establish trust-based relationships internally to gain support for client sales pursuits
• High energy level, sense of urgency, decisiveness and ability to work well under pressure
• Strong facilitation and communication skills - both written and verbal
• Team player of unquestionable integrity, credibility and character
• Strong leadership, relationship development, problem solving, and decision-making abilities
• Ability to interface and negotiate with senior client executives.

Bonus points if:

• Previous experience in conceptualizing, planning, and implementing new/emerging solutions or services for a large business entity
• Services (consulting and/or technology) delivery experience
• Experience selling new/emerging solutions/services aligned with client priorities
• Ability to learn and navigate a complex organization with several priorities from different parts of the organization
• Bachelor's degree

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 in California, Colorado, District of Columbia, Maryland, New York or Washington 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

Colorado $136,800 to $237,600

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

New York $136,800 to $237,600

Maryland $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.

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