Defense Sales Lead, Managing Director

At Accenture Federal Services, nothing matters more than helping the US federal government make the nation stronger and safer and life better for people. Our 13,000+ people are united in a shared purpose to pursue the limitless potential of technology and ingenuity for clients across defense, national security, public safety, civilian, and military health organizations. Join Accenture Federal Services, a technology company within global Accenture. Recognized as a Glassdoor Top 100 Best Place to Work, we offer a collaborative and caring community where you feel like you belong and are empowered to grow, learn and thrive through hands-on experience, certifications, industry training and more. Join us to drive positive, lasting change that moves missions and the government forward!

You Are

The Defense Sales Lead is responsible for driving the sales strategy for the Defense Portfolio, coordinating the sales process, focusing on efficient sales/business development spend, working collaboratively to shape and close deals, and personally providing oversight for portfolio’s most critical, large, and complex opportunities.

The Work

• Create and Drive the Sales Strategy for the AFS Defense Portfolio
• Create and Drive the Portfolio Sales Strategy and overall sales campaign with eye on growing net new business of large complex deals
• Develop differentiated solutions, capture tactics, win strategies, discriminators, competitive analysis, and teaming strategies that balance program risk and reward and execute a disciplined, comprehensive approach to win the top opportunities in the Federal government sector
• Manage sales efforts typically focused around the sale of transformational solutions, shaping sophisticated/complex deals that balance client and AFS interests
• Ensure capture strategy and proposal activities are compliant with internal controls for non-Capital Committee deals; accountable for ensuring corporate and internal reviews are conducted
• Works with Accenture, teaming partner, subcontractor, third party and Subject Matter Expert (SME) resources to develop a winning solution that appropriately balances and integrates technologies, processes, delivery organizational structure, staffing, schedules, pricing and incentives.
• Supports client delivery, sales and business development teams in building relationships with client decision makers and key influencers; shape opportunities within client and AFS procurement policies and guidelines
• Manage interfaces with Business Development, Legal, Contracting, Human Resources, Recruiting, Marketing, and other internal organizations

Here’s What You Need

• 10+ years’ experience in one or more of the following: Consulting Services, Business Process Outsourcing, or Information Technology solutions, services, and markets including knowledge of competitive offerings
• 10+ years’ experience with Federal acquisition processes, procedures, and laws
• Demonstrated experience selling in the “New”, specifically cloud, cyber security, digital services, analytics, mobile and other NextGen technologies
• Bachelor’s Degree or equivalent
• Washington, DC Metro Area location required
• Strong leadership, problem solving, and decision-making abilities
• Executive Presence
• Previous experience in conceptualizing, planning, and implementing transformational solutions for a government entity
• Ability to interface and negotiate with senior executives

The Extras

• US Citizenship Required

What We Believe As a company wholly dedicated to serving the US federal government, we bring together the best talent to help reinvent how federal agencies operate and deliver greater value for their mission and the American people. We have an unwavering commitment to creating a culture in which all our people are respected, feel a sense of belonging, and have equal opportunity. As a business imperative, every person at Accenture Federal Services has the responsibility to create and sustain a culture where everyone feels welcomed and included. This is grounded in our core values and our experience that hiring and developing great people who reflect different perspectives, experiences, and backgrounds is key to driving innovation and delivering the results that our clients and the country count on. Equal Employment Opportunity Statement We believe that no one should be discriminated against because of their differences. 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. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities. For details, view a copy of the Accenture Federal Services Equal Opportunity Policy Statement. Accenture Federal Services is an Equal Employment Opportunity employer. Additionally, as an Affirmative Action Employer for Veterans and Individuals with Disabilities, Accenture Federal Services is committed to providing veteran employment opportunities to our service men and women. Requesting An Accommodation Accenture Federal Services 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 Federal Services 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. If you are being considered for employment opportunities with Accenture Federal Services and need an accommodation for a disability or religious observance during the interview process or for the job you are interviewing for, please speak with your recruiter. 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 Federal Services 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. California requires additional notifications for applicants and employees. If you are a California resident, live in or plan to work from Los Angeles County upon being hired for this position, please click here for additional important information.