Federal - Portfolio Sales Opportunity Lead (Defense) (R00098726_Arlington)
Organization: Accenture Federal Services
Location: Arlington, VA
Accenture Federal Services, bringing together commercial innovation with the latest technology to unleash the potential for our federal clients. Every day we bring bold thinking and diverse disciplines to solve problems in new ways. Ready to learn as much as you can We’ll give you numerous opportunities of formal & informal training sessions to keep your tech smarts sharp.
The Portfolio Sales Opportunity Lead will organize and manage the day-to-day sales pursuit activities for specific deals. S/He will develop effective win strategies that 1). identify the 5 – 7 primary actions to maximize win probability, and 2). key differentiators and strengths that articulate the value Accenture offers.
Develop an estimated price to win based on competitive intelligence and the Accenture PTW process
Build and sustain working relationships with AFS leaders, client teams, solution architects, Accenture LLP personnel, contract management, pricing, PRC, etc…
Collaborate with teaming partners and compete-mates to include negotiating teaming agreements and assessing competitive intelligence
Attend industry days and client due diligence sessions along with client team members
Estimate, manage and report B&P budgets
Manage opportunity pursuits from qualification to close using sales processes and offering creative sales expertise.
Present the opportunity at gate reviews and ensure the opportunity follows the approval processes.
Interface and negotiate with senior executives
Here's what you need:
Bachelors Degree or 7+ years of industry experience
Experience in US Federal government consulting and/or contracting
Experience in a sales role pursuing competitive opportunities
Experience with one or more of the key component roles (Opportunity Director, Capture, Deal Shaper)
Possess very strong analytical skills
Possess very strong communication skills
Bonus Points If:
10+ years of industry experience
Knowledge of major competitors and how they sell to the Federal Government, along with how they sell against AFS
Knowledge of the Federal IT and consulting market, preferably with some knowledge of the Defense market
Experience managing teams
Experience with capture management
Experience with price-to-win activities
US Citizenship Required
As required by the Colorado Equal Pay Transparency Act, Accenture Federal Services provides a reasonable range of minimum compensation for roles that may be hired in Colorado. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific office location. For the state of Colorado only, the range of starting pay for this role is $124,200 - $177,000 and [Register to View]
Equal Employment Opportunity Statement
Accenture is an Equal Opportunity Employer. We believe that no one should be discriminated against because of their differences, such as age, disability, ethnicity, gender, gender identity and expression, religion or sexual orientation.
All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.
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Requesting An Accommodation
Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired.
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Other Employment Statements
Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States.
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.
The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.