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Deal Origination & Sales Campaigns – North America

Accenture

This is a Contract position in Montreal, QC posted November 12, 2021.

Position Title: Deal Origination & Sales Campaigns – North America

Job Description:

This position reports to the global deal origination and transformational sales lead and oversees marketing for early-stage deal support for mega deals (deals >$100M) and strategic global sales campaigns relevant for the North America Market. As the marketing partner to Accenture’s Market Maker sales organization, the role encompasses a mix of Pursuit Based Marketing as well as the planning and execution of priority sales campaigns, which includes the creation of strategic sales materials and assets to support campaigns and enable the sales organisation. With a cross-industry, cross-service remit, this person acts as the interlock across M+C ensuring continuity and seamless delivery of our services.

As the leader for a group of uniquely skilled professionals, the individual should be astute in design thinking methods (Accenture FORM, Selling In The New (SITN), etc) and their applications in the sales process. They must also ensure marketing is engaged as early as possible in the sales cycle to guarantee we deliver on the promise of One Accenture. 

This position requires a self-starter with strong business-to-business marketing experience in the professional services or IT services marketplace. Responsibilities include creating the strategy and determining the marketing components, within a defined framework, to differentiate Accenture and increase win rates. Establishment of KPIs, measurement and continuous improvement are key.

The individual in this role must have strong executive presence and be able to work collaboratively in a matrixed environment at all levels of the organisation. They must possess deep business acumen and be comfortable coaching business teams on high touch, high value marketing activities and plans. As a team lead and People Lead for Manager level employees, they must be an active advisor and an example of an objective, results-oriented and innovative marketing leader to their team and others. The individual helps their team apply best practices and frameworks to drive the best outcomes for priority campaigns and deals in North America, and in turn they must nurture a culture that rewards strategic thinking, innovative solutions and collaboration across all areas of the business and marketing.

Key Objectives:

  • Lead a team of uniquely skilled individuals to increase deal win rate of mega deals and effectiveness of priority sales campaigns in North America.
  • Increase marketing differentiation in the early part of the sales lifecycle (pre stage 0 – 1).
  • Support global lead with overall team management, metrics and reporting for the North America market.
  • Enhance client perception of Accenture, differentiate Accenture from competitors, and create preference for our services and assets.
  • Enable the business to help grow client relationships and conversations via digital channels. 
  • Increase efficiency and effectiveness of programs by applying best practice techniques and bringing innovation.
  • Create industrialized, re-usable frameworks, assets and tools to improve speed to market while reducing costs.

Key Responsibilities:

  • From a deal support perspective, the creation of compelling and differentiating messaging and depending on the needs of the deal team, disruptive creative that inspire communication materials to be used through the full lifecycle of the deal.
  • Ownership of data and insights for deals including collaboration with research, client insight, competitive intelligence, internal and external sales support partners and sales teams to differentiate through marketing strategies designed to win work.
  • Ensure team is using and improving the pursuit-based marketing framework to ensure innovation, industrialization and integration.
  • With regards to priority sales campaign activation, work with broader M+C to understand relevance of campaigns but also corporate functions such as Offering Development, Knowledge Share and Learning to maximise the sales enablement process, drive differentiation, personalization and the One Accenture model.
  • Support global team lead in creation and promotion of materials and assets – tailored to the local Market or client need – to equip sales and Market Maker leads to support their sales and origination goals.
  • More specifically, working in tandem with M+C Services team, oversee the implementation and execution of a dedicated review process, as well as creation of scalable assets, and templates to support identified Cloud deals.
  • Deliver cost-efficient integrated marketing campaigns, including message development and creation of marketing assets.
  • Draw insights from program analytics to refine programs and improve performance.
  • Actively advise and coach team members to ensure an efficient process runs smoothly and business stakeholders are equipped with our best assets for their needs.
  • Share best practices to help improve skill development and ability amongst team.
  • Build relationships with client-facing deal teams, coaching them on best practice sales and marketing strategy, tactics and implementation, to improve client relationships and win rates.
  • Assist in planning of investments and manage operational budget items.
  • Ensure that all global marketing policies and procedures are followed.
  • Manage multiple deals and stakeholders across various timelines.
  • Travel domestically and / or internationally, as needed on limited basis.