You Are :
A growth focused sales professional who has successfully created positive impact through year-on-year business expansion. You know – and have run all phases of a sales cycle, including qualification, sales pursuit and close by applying deep sales process and technical expertise. You develop relationships with key buyers and decision-makers at new and existing clients by utilizing a differentiated roadmap and framework leveraging the latest cloud-based technologies.
As the Mainframe Modernization and Services Sales Leader, you will play a pivotal role in driving the sales strategy and revenue growth for mainframe modernization solutions and services. This role requires a blend of technical expertise, strategic thinking, and strong leadership to navigate the evolving landscape of mainframe technology and offer innovative solutions to clients. You will lead a sales team, collaborate with technical experts, and engage with clients to deliver cutting-edge modernization services.
The Work :
- Sales Strategy and Planning :
Develop and execute a comprehensive sales strategy for mainframe modernization and related services across North America.
Collaborate with key stakeholders at target customers to align sales goals with overall business objectives.Client Consultation :Engage with clients to understand their mainframe modernization needs and challenges.
Work closely with technical experts to tailor solutions that address client-specific requirements.Solution Positioning :Collaborate with Accenture Mainframe CoE to stay current on modernization technologies and methodologies.
Effectively position and communicate the value proposition of mainframe modernization solutions to clients.Business Development :Identify and pursue new business opportunities for mainframe modernization services.
Nurture and expand relationships with existing and new clients, positioning the organization as a trusted partner for their modernization journey.Market Awareness :Stay informed about industry trends, competitor activities, and emerging technologies related to mainframe modernization.
Provide insights and recommendations to senior leadership based on market intelligence.Performance Analysis :Implement and monitor key performance indicators (KPIs) to assess the success of sales strategies.
Analyze sales data to identify trends, opportunities, and areas for improvement.Travel may be required for this role. The amount of travel will vary from 25% to 100% depending on business need and client requirements.
What You’ll Need :
Minimum of 8 years selling / closing complex application and infrastructure services deals, preferably in Mainframe Modernization or Mainframe-as-a-Service.Minimum of 8 years’ Sales Pursuit Management experience.Minimum of 2 years originating and capturing complex multi-tower service deals, preferably greater than $20M in total value.Experience in selling complex technology solutions, particularly in the context of mainframe modernization and related services.Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience).Bonus if you have :
In-depth knowledge of mainframe technologies, legacy systems, and the challenges associated with modernization.Demonstrated success in building and maintaining strong relationships at C-level, understanding their business needs, and providing solutions that align with their goals.Proven ability to collaborate effectively with technical teams, marketing, and other cross-functional departments to ensure the successful implementation of sales strategies.MBA.Proven experience in sales leadership, specifically in mainframe modernization services.Strong understanding of mainframe technologies, legacy systems, and modernization methodologies.Excellent leadership and communication skills.Demonstrated ability to build and maintain relationships with clients and internal teams.Strategic thinker with the ability to align sales efforts with industry trends and client needs.J-18808-Ljbffr
