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Job Title
Capital Markets Solutions Group - Business Development Sales Executive - Location Negotiable
Location
New York, NY
Listing Date
May 03, 2008
Reference Number
369209
Employment Type
Permanent
Salary
Not Disclosed
Experience Requirements
None Given
Accenture
Recruiter Accenture
Company Web Site
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Job Title: Capital Markets Solutions Group - Business Development Sales Executive - Location Negotiable
Company Name: Accenture
Required Technical Skills:
Design, Development & Implementation
Job Description:
Organization: Financial Services - Capital Markets Solutions Group
Location: New York, NY, San Francisco, CA and Chicago, IL
Job Summary:
The Sales Executive will develop business relationships with executives at top-tier financial firms, helping to generate sales leads and close project deals. He/she will possess in-depth knowledge of capital markets and trading systems targeted at the sell and buy side and electronic marketplaces. Specifically in the areas of Front End decision support, Trade Capture, Order Management, Order Routing, Trading and Execution of Orders with Customers. This job entails developing and executing sales strategies geared toward protecting and growing business with existing and potential clients. Typical sales targets start at $10 million up to $20 million, and all performance/rewards are based on the achievement of the sales target.
Key Responsibilities:
-
Relationship Development:
- Develop and leverage existing relationships with potential buyers through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, direct marketing, and/or other business or social outings.
- Lead Generation:
- Independently (or with others) identify potential leads through networking, cold-calling, trade shows, public speaking, or other sources.
- When identifying new leads, discuss and gain approval to pursue from appropriate parties
- When identifying new leads outside assigned target clients, work with appropriate parties to determine best Sales Leadership decision, and transition lead to other party as appropriate.
- Client Demand Stimulation and Opportunity Generation:
- Identify specific sales opportunities within existing and prospective clients.
- Engage in activities focused at generating client awareness of the firm and/or demand for its Services (may include developing/sending promotional materials, presenting in business forums, charitable activities, business associations, etc.)
- Using appropriate sales processes and tools, work with internal groups to develop and qualify prospect and opportunity pipeline, develop sales and relationship plans for target clients.
- Opportunity Qualification & Shaping:
- Work with client’s team to determine requirements and/or specifications, build client value proposition and shape the deal; using appropriate sales processes and tools.
- Determine and recommend through the appropriate New Business Meetings/forums which opportunities to pursue and obtain funding and support.
- Sales Process Leadership:
- Lead sales process for specific approved opportunities, complying with internal sales stage entry/exit requirements.
- Working with leadership, form and lead the opportunity pursuit team through the sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of spend.
- Support/participate in any written or oral proposal development, client presentation activities, client or Accenture site visits; review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy, win themes, and price-to-win.
- Participate in weekly sales meetings with leadership, providing status and raising issues as appropriate; alert appropriate leadership when additional resources/funding is needed to proceed on an opportunity.
- Establish and maintain qualified sales pipeline of a minimum of 3X annual sales target.
Qualifications
Basic Qualifications
- 10 years of experience selling software, integration or consulting services to senior decision makers in the financial services community and proven track record against multiple million dollar sales targets.
- Bachelor's degree required
- Travel up to 100%
Preferred Skill Requirements:
- Deep understanding of and ability to sell consulting services based upon a global delivery system
- Demonstrable sales skills and accomplishments.
- Advanced sales and marketing skills, including proven ability to carry and sell to a personal sales quota.
- Deep understanding of financial applications
- Knowledge of open system/middleware technology and trading room systems applications.
- Self-discipline and drive in conducting sales tasks, thorough and organized in sales opportunities pursuit.
- Demonstrated ability to sell into Fortune 100 and/or major public sector agencies.
Professional Skill Requirements:
- Executive level presence and influence within Accenture and with client organizations.
- Exceptional relationship building and influencing skills.
- Excellent business and industry acumen.
- Exceptional networking skills; networked in the relevant business communities.
- Exceptional verbal and written communications skills.
- Ability to guide others through complexity, ambiguity and uncertainty.
- Ability to map and articulate Accenture capabilities to client business problem.
- Proven ability to apply out-of-box thinking.
- Excellent negotiation, mediation, & conflict management skills.
- Highly self-motivated, individually driven.
- Proven experience working in the executive suite.
- Motivated team player able to work with internal and external groups.
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
Applicants for employment in the U.S. must possess work authorization which does not require sponsorship by the employer for a visa.
Accenture is an Equal Opportunity Employer.
**Please note you will be re-directed to JobServe to submit your resume
About Accenture:
Accenture is a global management consulting, technology services and outsourcing company. The main reason people choose a career at Accenture is because of the work we do. With many of the word’s leading companies as our clients—including 91 of the Fortune Global 100, two-thirds of the Fortune Global 500 and government agencies around the world—every project we undertake is helping shape the future of business, government and society.
Another reason to join Accenture is because our people enjoy working here. Join Accenture and you will work in a dynamic environment, teaming with motivated people that make ideas happen. We have an extremely diverse workforce, but are united by a common culture. We promote an inclusive, collaborative and entrepreneurial environment where people use teamwork, respect and trust to achieve goals.
You’ll find the flexibility that helps you strike the right balance between your work and personal life. And you’ll have access to a renowned training program throughout your career to support your career development and stay at the top of your game. We offer around 80 more training hours than our competitors—in 2006 alone we invested nearly $700 million in training and provided an average of 75 hours of training per person.
With 152,000 employees in 49 countries, we bring together the unique experiences and perspectives of a diverse workforce to help clients become high-performance businesses. In other words, we help them become more successful in every part of their business, from strategic planning to day-to-day operations. This includes helping them identify and enter new markets, increase revenues in existing markets, and deliver their products and services more effectively and efficiently.
The sheer scale of our technology capabilities and client engagements differentiates what we do from most other companies. Many of our clients are global organizations, so we build systems that operate across several countries and even continents—creating the digital infrastructure of business today. We know better than most how to mobilize the right people, skills, alliances, and technologies to deliver innovation and results that create high-performance businesses.
Visit our website to learn more about Accenture and all of our career opportunities.www.uscareers.accenture.com
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