Single Point of Contact Accountabilities

- Managing all senior client buyer and functional owner relationships for the designated solution

- Driving the necessary sign-off of the solution with proper input from Market Units, Sales/ Deal teams on client business objectives, industry, risk assessment, budget and preferences (see service group rules/process and escalation approach for specifics)

- Managing the sales team, Subject Matter Experts and extended teams (Transition, Technology, service desk, Costing, Pricing) required during the sales process and the communication/ collaboration with Outsourcing Service Delivery teams

- Directing and coordinating with Legal & Commercial and Corporate Transaction Services (CTS) in areas specific to the solution to ensure use of standards and ensure coverage to adequate risk protection in contracts

- Collaborating with the Market Units to provide input to Terms and Conditions and in some cases accountable for specific Outsourcing contractual terms and conditions

- Identifying leadership contacts for service transition and operations and ensuring appropriate solution plan transition for closed deals

- Interfacing with the delivery organization/s (through Account Lead when assigned) to ensure effective transition, shape services, collaborate on clear solution assumptions, determine appropriate service delivery locations and related cost to deliver

- Orchestrating the action points coming out of the opportunity Quality Assurance process

Solution Planning and Deal Shaping for Qualified Deals

- Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings

- Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other internal Accenture groups

- Aligning final solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions

- Be able to shape solutions on key business outcomes that may benefit the client's retained org and find a way for Accenture to earn more revenue while demonstrating competitive advantage on value to be committed

Commercial and Financial Responsibilities

- Preparing the Business Development (BD) spend estimate, schedule, work plan, resource/sourcing plan

- Understand and clearly define the input required to create cost estimates; Preparing the cost model estimates working with Service Delivery, Solution Management (if applicable) and CTS to deliver the defined scope of services

People Management Responsibilities

- Ability to get work done through others / extended teams

- Mentor and support team members and junior solution architects

Skills criteria:

Strategies, Offerings, and Solutions

- Good understanding of offering strategy, the standard solution components, the likely adaptations of the solution, as well as knowledge of recent deals/solutions and changes that were made to the standards

- End to end understanding of the Supply Chain function

- Domain knowledge of the Supply Chain services space, particularly sales and Operations planning, material/inventory planning, order management / fulfillment, warranty claims, etc to name a few.

- Ability to clearly articulate and "sell" the Supply Chain value proposition and being able to explain the solution in simple terms. Being able to "draw" the solution on a white board in a few minutes in such a way that the audience understands how it works and what the key variables are that will impact the solution cost

- Strong understanding of digital ecosystem, platforms, analytical tools and providers for various technologies - Experience on Supply Chain platforms e.g. Kinaxis, Blue Yonder, etc. will be an added advantage

- Strong experience in building dynamic and robust commercial models (value based, gain share, transaction based) for the Supply Chain function.

- Should possess a good point of view on the future of Supply Chain services and the digital innovations and transformations in the market. Should be able to engage with clients leaders

- Experienced in client engagements where process and platform transformation has been sold to clients. Bring skills and knowledge to digitize client's process challenges.

Business & Commercial Acumen

- Commercial acumen - understands the financials and whether we can deliver a deal profitably

- Excellent with numbers and analysis

- Delivery Expertise- understanding of what we can deliver so can solution it appropriately

- Detail Oriented- needs to be able to go deep or stay at high level depending upon the audience and the need

Relationship Management

- Focused on buyer-value expectations

- Good listening skills & ability to interpret requirements and buyer values in such a way that we take the shortest route possible to the answer

- Able to communicate shared understanding of changes that the client will also need to make other required changes on their end

- Able to help client feel like solution is one-to-one but leverages our standard offering

- Being willing to bringing in the right experts - industry, offering, etc to ensure we most effectively address the client's needs and expectations

- Able to manage the internal stakeholders & make things happen seamlessly & make sign-offs/reviews a natural act so that the deal is effectively reviewed as it is built vs. leaving these sign offs to the last minute resulting in everyone feeling pressured

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