Business Development Director - Finance and Administration, Senior Manager

Description

 

Organization:   Public Service

 

Location:  US Location Negotiable

 

Accenture's Services workforce is a dedicated team of people who work on outsourcing engagements.   These are long-term partnerships with clients for whom we manage and provide increasingly specialized business operations, such as finance and accounting, IT, applications development and maintenance, help desk services, and HR.  We not only maintain key business functions for clients, we constantly seek to improve them to help our clients move ahead of the competition.

 

The Health & Public Service operating group serves health organizations, government agencies, institutions and nonprofit organizations worldwide providing a broad range of consulting, technology, system integration and business processing services.

 

The Public Service North America, Finance and Administration Industry, Business Development Director (BDD) - Level A leads the opportunity identification and qualification process from opportunity origination through subsequent stages of the sales process for the Finance and Administration Industry. The successful candidate will demonstrate a comprehensive understanding of Accenture products and services, how these products and services align with current and emerging marketplace demands, and will develop and maintain relationships that benefit Accenture.  This role will work in collaboration with other BDD's.

 

Primary Responsibilities (not limited to) :

 

  • Identifies customer prospects and develops those prospects into sold business in line with Accenture's growth strategy
  • Applies Accenture sales qualification criteria and tools to evaluate opportunities
  • Leads and participates in win strategy sessions, account planning, developing and executing plans for client visits
  • Actively involved in proposal formulation to provide continuity between strategy and proposed project approach; partners with Sales Team and Legal to position solution that meets buyer's needs
  • Coordinates and participates in proactively integrating business development with other BDDs, Marketing, Media Relations. Legal, and Government Relations initiatives
  • Understands current Accenture offerings and strategy and provides thought leadership on future offerings and strategy
  • Understands the current Finance and Administration market and anticipates future trends; conducts market research and analysis to identify potential business development opportunities
  • Understands competitors' strengths and weaknesses; effectively articulates Accenture's competitive advantage
  • Provides insight and contacts to form strategic teaming agreements and alliances
  • Develops new and existing relationships to capture new customers, anticipating their needs and undertaking actions to align Accenture capabilities with their expectations
  • Leverages relationships to create opportunities to showcase Accenture capabilities
  • Identifies client's business needs and influences development of the Request for Proposal to the advantage of Accenture; offers value-added, insightful and strategic input to client's business
  • Sells Accenture's services throughout the sales cycle at an executive level and works with clients to effectively negotiate and secure profitable business
  • Demonstrates the highest personal standards of ethics and conduct and emulates behaviours articulated by Accenture's Core Values and Code of Business Ethics
  • Ability to Travel 80%

 

Qualifications

 

Basic Qualifications:

 

  • 6 years of Business Development experience specifically focused on Finance and Administration with a minimum of 2 years focused on Public Service, either Federal, State or Local with a yearly Sales quota of $50 - 100 Million OR 6 years of industry experience ( for eg: former controller, budget director within Public Sector)
  • 5 years experience in one or more of the following: Consulting Services, Business Process Outsourcing, or Information Technology solutions

 

Preferred Skills:

 

  • 10+ years experience as an Administrator in a government organization
  • 5 years Relationship Management experience
  • 4 years Account Planning/Call Planning experience
  • 5+ years of Business Development/Sales Campaign/Pipeline Qualification/Call Planning experience
  • 4 years Pipeline Qualification
  • Favorable reputation and relationships with Senior Level Executives at state and local governments (e.g. Comptrollers, Budget Directors, Chief Information Officers, Chief Human Resource Officers, Chief Procurement Officers)
  • Demonstrated understanding of government organizational structures, policies, and business needs
  • Demonstrated understanding of the business development process
  • Proficiency in gathering and analyzing human intelligence and conducting empirical market research
  • Ability to engage clients at all levels, from the C suite to lower levels
  • Ability to use information obtained in the opportunity identification and qualification process to make recommendations and decisions concerning viable business prospects

 

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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.

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