IoT Specialized Sales Manager

Location: Melbourne
Job Type: Full time
Reference: SD531458

Role: IoT Specialized Sales Manager

The Internet of Things is an emerging topic of technical, social, and economic significance. Consumer products, durable goods, cars and trucks, industrial and utility components, sensors, and other everyday objects are being combined with Internet connectivity and powerful data analytic capabilities that promise to transform the way we work, live, and play. Projections for the impact of IoT on the Internet and economy are impressive, with some anticipating as many as 100 billion connected IoT devices and a global economic impact of more than $11 trillion by 2025.

Accenture’s Mobility and IoT Practice was formed to provide transformative capabilities for our clients' businesses through both horizontal and industry-specific IoT solutions spanning across Connected Operations, Spaces, Health, Transport and Commerce. We are continuing to accelerate our momentum in IoT and have launched a specialized Sales organization to drive growth in priority industries.

Job Description

Specialized Sales Senior Manager

 Responsibilities include, but are not limited to:

  • Responsible for managing a multi-million dollar sales and revenue target for IoT within specific industry verticals , working closely with account teams and business services teams to drive origination, build pipeline and achieve sales targets

  • Proactively target existing and "whitespace" clients and lead the research/preparation efforts for large IOT and Mobility deal propositions

  • 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 IoT 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 IoT solutions with targeted clients (i.e. tradeshows, research-led thought leadership, client roadshows, hackathons,)

  • Orchestrate IoT demand generation activities through leading client workshops, developing sales materials (e.g., stage 0 sales deck, POCs, videos, customer-ready credentials, etc.)

  • Provide IoT 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.

Relevant experience in:
  • Planning & Economics,
  • Shop Floor Supervision (Production and/or Maintenance),
  • Process Engineering,
  • Implementation/Management of Distributed Control Systems (DCS) and Advanced Process Control,
  • Experience within asset heavy, governance heavy industry
  • Experience bringing new technology/digital solutions to increase revenue and growth
  • Systems implementation in a manufacturing environment, and/or
  • Cost Accounting in Manufacturing Operations
  • Operations Planning and Scheduling system functional design,
  • Implementation of planning, scheduling or yield accounting systems,
  • Implementation of maintenance management systems
  • Implementation of manufacturing execution systems
  • Experience working at C suite level
  • Experience managing large budgets and teams
  • Consulting side experience and Industry side exposure
Basic Qualifications:
  • As a minimum a Bachelor's Degree in Engineering (chemical, electronic, automation and control, mechatronics)
  • Expertise in delivering digitally enabled client solutions ideally within the Resources Industry.
  • Ability to meet travel requirements, when applicable
  • 10+ years of experience selling and/ or delivering technology services with background in mobile technology, analytics, and IoT 
  • Proven ability to build, manage and foster a team-oriented environment
  • Proven ability to work creatively and analytically in a problem-solving environment
  • Desire to work in an information systems environment
  • Excellent communication (written and oral) and interpersonal skills
  • Excellent leadership and management skills
  • Excellent business acumen and industry insight
  • Strong organizational, multi-tasking and time-management skills
Preferred Skills:
  • Program and project management skills (e.g., estimating, work planning, project reporting and tracking, issue management)
  • Deep skills in large deal business development / solutions selling
  • Excellent presentation, verbal and written communication skills
  • Strong leadership and team-building skills
  • Sound understanding of the Resources Operational Technology stacks obtained via hands-on experience in this domain, including SCADA, PLC, DCS, PIMS, MES, Loop tuning, Process Modeling, Control and Optimization
  • Systems integration
  • Software selection
All of our consulting professionals receive comprehensive training covering business acumen, technical and professional skills development. You’ll also have opportunities to hone your functional skills and expertise in an area of specialization.
We offer a variety of formal and informal training programs at every level to help you acquire and build specialized skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with teammates. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.