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Industry X.0 - Digital Go To Market Senior Manager - Aerospace amp Defense

Denver, CO

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Industry X.0 - Digital Go To Market Senior Manager - Aerospace & Defense

Job #683099091
Title: Industry X.0 - Digital Go To Market Senior Manager - Aerospace & Defense
Location: USA-Southwest
Other Locations: USA-Midwest, USA-West, USA-Northeast
Job Number: 00595991
Accenture Digital
The digital revolution is changing everything, transforming how we work and play.? Are you reacting to the disruption each day or are you leading the way as a digital disrupter? Accenture Digital is driving these exciting changes and bringing them to life across 40 industries in more than 120 countries.?At the forefront of digital, you’ll create it, own it and make it a reality for clients looking to better serve their connected customers and operate always-on enterprises.?Join us and become an integral part of our experienced digital team with the credibility, expertise and insight clients depend on.??
Industry X.0
A new area within Accenture Digital is Industry X.0, an advanced, digitally enabled, innovative, planning and investment approach for manufacturing and asset-intensive industries. In your role within our Industry X.0 team, you’ll help clients take advantage of significant market opportunities as digital technology moves into the core of industry in product development and manufacturing environments. You’ll help them transform their product, manufacturing and product related services value chains in Products, Communications, Media, High Tech, Aerospace & Defense, Chemicals, Mining, Oil & Gas and Utilities. As part of Accenture Digital, you’ll benefit from tailored career management and specialist skills that will fuel your ambitions in the Industry X.0 space.
Job Description
In your role as an Industry X.0 GTM Senior Manager within our Industry X.0 team, you’ll drive Accenture’s go-to-market (GTM) in Aerospace & Defense (A&D) in NA and help our clients take advantage of significant market opportunities as digital moves into the core of industry where virtual and physical converge. You’ll help our clients transform their core operations and enable them to pivot to new products & services, experiences and business & operating models.
The focus of this role will be selling transformational Digital/IT solutions related to R&D and Engineering (including PLM, Digital twin and thread) and Manufacturing (including MES/MOM, Digital Manufacturing/Industry 4.0, 3DP) to Aerospace & Defense (A&D) companies. As part of Accenture Digital, you’ll benefit from tailored career management and specialist skills that will fuel your ambitions in the Industry X.0 space.
YOUR ROLE: Industry X.0 GTM Senior Manager
Responsibilities include, but are not limited to:
Responsible for managing Accenture’s go-to-market for Digital Industry X.0 within Aerospace & Defense (A&D), working closely with account teams and business services teams to drive origination, build pipeline and achieve sales targets.
Proactively target existing and whitespace clients in A&D and lead the research/preparation efforts for large Industry X.0 deal propositions in the R&D/Engineering and or Manufacturing spaces.
Proactively originate and build client and client account relationships leading to qualified opportunity identification.
Leverage Accenture's assets, client, industry, growth platform and subject matter experts and leaders to ensure that the sales value proposition to the clients will have maximum impact and effective progress.
Develop industry focused sales campaigns aligned to the needs of specific industry clients, in areas such as new connected products, connected operations, digital plants, connected workers, connected assets, and analytics.
Work closely with our product development and offering teams to define our solutions so that they can be incorporated into our vertical offerings and support our product/roadmap enhancements, continuous feedback and improvements.
Actively engage in the marketplace to drive awareness of our Industry X.0 proposition with targeted clients (tradeshows, research-led thought leadership, client roadshows, hackathons, etc.).
Orchestrate Industry X.0 demand generation activities through leading client workshops, developing sales materials (e.g., stage 0 sales deck, POCs, videos, customer-ready credentials, etc.).
Provide Industry X.0 offering sales support including working with client account teams to define pursuits, supporting sales RFPs, developing differentiated value propositions, solution shaping, commercial/pricing and functional requirements, engage offering deep SME or Product & Offer Development as necessary.
Participate in account planning and other ongoing sales cadence initiatives.
Transition effectively to a Deal Closing Lead and/or team to help ensure effective proposal to contracting process, will be involved in Deal Closing as relevant or required.
Travel Required.
YOUR EXPERIENCE: Basic Qualifications
Bachelor's Degree in Software Engineering and Computer Science background strongly preferred
10 years selling and/or delivering consulting and/or technology services
5 years of Aerospace and Defense industry experience with ability to drive solution selling to VPs of Engineering and Manufacturing.
Minimum 2 years as consulting executive selling transformational Digital/IT solutions related to R&D and Engineering (including PLM, Digital Twin, Digital Thread) or Manufacturing (including MES/MOM, Digital Manufacturing/Industry 4.0, 3D Printing).
Exposure to Industry PLM software solutions such as Siemens Teamcenter, Dassault ENOVIA/3DExperienceand MES software solutions such as Dassault Apriso, Siements Simatic IT, SAP ME
SET YOURSELF APART: Preferred Skills
Sales leader able to develop and build relationships with new buyers and originate sales of Accenture’s end-to-end R&D and Manufacturing services offerings ranging from consulting to full scale software deployments
Experienced sales professional who can position a firm’s value to a client’s decision makers and align a client’s needs to the firm’s value
Able to serve as Subject Matter Advisor on projects that you originate.
Experienced in working across various levels of client business functions to identify and deliver value
Experienced in developing and closing large value deals over multi-year contract terms
A proven track record of sales target achievement
Experienced in structuring, pitching and campaigning large scale projects to clients, targeting from executive reporting tier
Skilled in differentiating value propositions from the competition
Has experience with outsourcing, systems integration, cloud, analytics, BPO, digital or any combination of these services
Deep skills in large deal business development / solutions selling
Relationships and experience across one or more industry verticals, with ability to effectively facilitate CXO level discussions
Application of out-of-box thinking
Excellent presentation, communication (written and oral) and interpersonal skills
Proven global expertise and perspective; executive level presence and influence
Strong organizational, multi-tasking and time-management skills
Excellent business acumen and industry insight
Proven pipeline management knowledge and skills
Strong supervisory, coaching and project management skills
Within 90 miles of an Accenture office in the following locations: Dallas, Seattle, Chicago, New York, Hartford, Boston
Your entrepreneurial spirit and vision will be rewarded, and your success will fuel opportunities for career advancement
You’ll make a difference for some pretty impressive clients. Accenture serves many of the Fortune Global 100 on high-profile projects
Opportunities to learn daily through training, assignments and collaboration with experts across the company
Access to leading-edge technology
Along with a competitive salary, Accenture offers a comprehensive package that includes generous paid time off, 401K match and an employee healthcare plan
Now is the time to become a digital disrupter. The opportunity is here—what’s stopping you from pursuing it?
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 and with **MEMBERS ONLY**SIGN UP NOW***.
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
Accenture is an EEO and Affirmative Action Employer of Females/Minorities/Veterans/Individuals with Disabilities.
Equal Employment Opportunity: 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.
Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.
Accenture is committed to providing veteran employment opportunities to our service men and women.
Job: Sales
Updated 06/12/2018

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