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Data & AI GTM Industry lead - Communications, Media and Technology



JOB NO. R00097309

Job Description
We are:

Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology, and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions – underpinned by the world’s largest delivery network – Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their customers. With approximately 513,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives! Visit us at www.accenture.com.

We are looking for people in the sales origination career track to play a key role working as part of our account team to grow pipeline and sales by originating, identifying, managing, and closing sales opportunities across the range of Accenture Applied Intelligence offerings, partnering with the wider Accenture Technology and Cloud First sales organisations in Europe. They progress by deepening sales skills, developing new skills, and evolve into sophisticated sales roles on larger opportunities. Sales professionals drive the sales process and outcomes on a dedicated basis, growing a profitable pipeline and/or backlog of sales, through deal origination and qualification.

They are expected to be integral part of the Communications, Media and Technology Industry network driving solutioning and offering definition for the Industry in partnership with Cloud platform partners where relevant.

You are:

  • A growthfocused sales professional who has successfully created positive impact through year-on-year business expansion. You have deep expertise in pre-sales and origination in the Communications, Media and Technology Industry and ideally you have led a full sales cycle including crafting proposal, negotiate scope and pricing and close.
  • You develop relationships with key buyers and decision-makers at new and existing clients by applying a differentiated roadmap and framework demonstrating Accenture Applied Intelligent offering and solutions.
  • You have a deep curiosity about the Data and Artificial Intelligent space and key technologies, be Cloud native solutions or ISVs. You have a good understanding of different Data operating model and architecture, from Data Warehouses to Datalakes and the latest Software Data Platforms and analytics Platforms. You understand the principles of Data Management and Data Governance and are familiar with the latest Data regulation changes in Europe.

The work:

  • Originates sales pursuits, create solutions to complex technology business problems/opportunities requiring in-depth knowledge of client buyer needs in partnership with Accenture wider sales and solutions team in Technology, Intelligent Software and Platforms, Strategy & Consulting and Interactive.
  • Interacts with senior management levels at clients and within Accenture, resolves pursuit strategies, develops client messaging plans and relationships, and applies industry-leading Digital transformation strategies and practices.
  • Has latitude in decision-making and resolving objectives and approaches to critical assignments.
  • Operates within large teams and directs specific team sales activities.
  • Able to travel Monday-Thursday (as required) post COVID travel considerations/concerns (as currently much of our work is virtual)

Key Responsibilities

  • Initiates and handles the pipeline of target client organizations and roles
  • Develops and completes sales plan to win profitable deals and meet sales targets
  • Builds trusted relationships with client collaborators to create customer value
  • Originate, handle and close opportunities through the establishment of a win strategy, ongoing qualification, coordinating all required internal approvals, identification of required resources, management of the solution/proposition development, management of client interactions during the sales process and facilitating the negotiations and closing activities
  • Participate as a key member of the pursuit team, along with the solutioning teams and key members from the client account team
  • Communicates and reinforces the sales strategy and client requirements to the pursuit team.
  • Educates and coaches the pursuit team on the applicable Applied Intelligence offerings and solutions.
  • Industry leads only: Drives the development of key assets and capabilities to serve the Communications, Media and Technology Industry, working alongside the Industry network and Accenture Strategy and Consulting.


  • Minimum of 5 years selling Technology Services
  • Minimum of 2 years in the Data and Artificial Intelligence space
  • Minimum of 5 years’ experience in direct sales with quota of $10M+
  • Minimum of 3 years of Communications, Media and TechnologyIndustry experience.
  • Excellent written and oral communication in English and good interpersonal skills.

Bonus points if you have:

  • Experience working with FTSE 100 customers or equivalent in Market Unit.
  • Experience with C-Level client relationship building and relationship management.
  • Demonstrable ability to operate within a team-oriented environment.
  • Experience in Management Consulting or Technology Consulting with a global System Integrator or large ERP or CRM software vendor.
  • Experience as Chief Data Officer or Head of Data Platforms.
  • Experience working in Regulated Industry and withing the scope with GDPR/Scherms II regulation in Europe.
  • Demonstrated commitment, partnership and collaboration in a professional setting.
  • High energy level focus and ability to work well in demanding client environments.
  • Strong leadership, problem solving, and decision-making abilities.
  • Unquestionable professional integrity, credibility and character.
  • Fluency in multiple European languages.

What’s in it for you?

  • You will be part of a diverse, vibrant, global Accenture community; teams pushing the boundaries of new business capabilities and emerging technologies and services, sharing their experiences and lessons learned with each other. You’ll have the chance to thrive in an environment where your ideas are valued and your voice matters.
  • At Accenture, you will be able to work on significant and innovative projects, powered by the newest technologies and industry standard methodologies such as event-driven architectures and domain driven design.
  • We will continually invest in your learning and growth. You'll learn from and work with Accenture’s certified practitioners and Accenture will support you in growing your own tech stack, sales skills, and certifications.
  • You'll be immersed in the design and implementation of human-centric solutions to help address sophisticated challenges with some of the world’s largest companies.

Equal Employment Opportunity Statement 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.

Please read Accenture’s Recruiting and Hiring Statement for more information on how we process your data during the Recruiting and Hiring process.

COVID-19 update: The safety and well-being of our candidates, our people and their families continues to be a top priority. Until travel restrictions change, interviews will continue to be conducted virtually.

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Accenture - hurtigt overblik

Accenture is a global management consulting, technology services and outsourcing company, with more than 411.000 people serving clients in more than 120 countries. Combining unparalleled experience, comprehensive capabilities across all industries and business functions, and extensive research on the world’s most successful companies, Accenture collaborates with clients to help them become high-performance businesses and governments.

Arne Jacobsens Allé 15
2300 København S
Logo: Accenture
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