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Federal - Sales Representative

Accenture


Location:
Arlington, VA 22204
Date:
06/12/2018
2018-06-122018-08-11
Apply on the Company Site
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Job Details



Organization: Accenture Federal Services


Location: Arlington, VA





Accenture Federal Services, a wholly owned subsidiary of Accenture LLP, is a U.S. company with offices in Arlington, Virginia. Accenture's federal business has served every cabinet-level department and 30 of the largest federal organizations. Accenture Federal Services transforms bold ideas into breakthrough outcomes for clients at defense, intelligence, public safety, civilian and military health organizations.





We believe that great outcomes are everything. Its what drives us to turn bold ideas into breakthrough solutions. By combining digital technologies with what works across the worlds leading businesses, we use agile approaches to help clients solve their toughest problems fastthe first time. So you can deliver what matters most.


Count on us to help you embrace new ways of working, building for change and put customers at the core. A wholly owned subsidiary of Accenture, we bring over 30 years of experience serving the federal government, including every cabinet-level department. Our 7,200 dedicated colleagues and change makers work with our clients at the heart of the nations priorities in defense, intel, public safety, health and civilian to help you make a difference for the people you employ, serve and protect.





The Sales Representative works with existing AFS account teams to originate and close wedge deals within a specific portfolio.




Wedge deals are smaller than traditional competitive deals. Sales Representatives will focus on closing smaller, strategic deals within a specific territory or account that can grow into future larger-scale competitive deals or on-contract-growth opportunities by doing the following:



+ Generate demand for opportunities without a formal RFP


+ Build client relationships to uncover previously unknown opportunities


+ Drive new or expanded work to existing contracts


+ Cold call / pursue opportunities in white space


+ Familiarizing client executives with AFS capabilities


+ Build relationships with key partners that may have vehicles for use on the smaller wedge opportunities



Sales Representative will be responsible for the following:



+ Ensure wedge deals reflect the priorities of the overall portfolio sales strategy


+ Pipeline management of wedge sales, including identifying the corresponding future opportunity supported by the wedge sale


+ With guidance from the CALs, Understand account power map and key client relationships


+ Maintain an integrated call plan, with guidance from the CALs and Portfolio Sales Lead, to build a strong understanding of the relationships between wedge and non-wedge opportunities, especially when selling into an organization with current work or active opportunity pursuits


+ Set-up and participate in client sales calls, bringing in Accenture specialists as necessary, bringing collateral and topics for discussion


+ Contract vehicle determination and use


+ Coordinate with CALs and Business Development Directors for assigned clients.


+ Report to the Portfolio Sales Lead or Family Sales Lead as relevant


Apply on the Company Site
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