Sales Capture Resume Sample

4.7
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Work Experience


Sales Capture Senior Manager
01/2017 - PRESENT
Los Angeles, CA
  • Sell BPO services to Commercial Real Estate firms (inclusive of property accounting, lease administration, lending, servicing) for CRE lifecycle Build relationships and demonstrate credibility with clients throughout the sales and delivery process- seek opportunity to demonstrate deep understanding of client’s business challenges and objectives
  • Coordinate with sales lead, subject matter experts, deal team (e.g. pricing) and other team members to define the sales and solution development plan
  • Support the creation of sales collateral (RFPs, etc.) and assist in describing the ACS value proposition for each opportunity Represent the solution offering to clients and internal Accenture groups
  • Deal Closure: Lead team of professionals including technical, finance, legal, procurement, HR and proposal management through deal closure. Develop and maintain deal close plan, aligning proposition to client’s selection process, evaluation criteria and process. Understand the client’s organization and processes and manage all negotiations and closing activities accordingly
  • Participate as the Sales Capture Lead or Deal Shaper ( Bundled Deals only) for Sales Credit
  • Leverage Accenture’s high performance selling approach and comply with internal sales methodology and processes
  • Collaborates with the Client Senior Executive, Client Service Group Lead and Operating Unit Outsourcing Sales Lead in developing and executing the origination strategy
Sales Capture
05/2013 - 11/2016
Detroit, MI
  • Develops the origination approach for a particular Client Services Group (CSG), or sub-set of a CSG, and tracks progress over time
  • Helps develop and maintain sales collateral specific to supported industry(s)
  • Identifies and qualifies specific sales opportunities and effectively transitions the opportunities to capture teams
  • Personally develops and sustains client executive relationships through personal meetings, presentations, business networking and/or other business or social gatherings
  • Proactively identify and drive opportunities
  • Qualify opportunities using criteria including win probability, competitive landscape, client relationship, Accenture capability, deal profitability
  • Oversee the overall quality of delivery and execution of the Client’s ServiceNow program
  • Uncover opportunities within both established and new clients to provide value through Accenture’s breadth of Technology service offerings
Sales Capture Senior Manager
03/2007 - 11/2012
Los Angeles, CA
  • Leverage internal network of Accenture offering SME’s and Dedicated Sales and bring to the client as appropriate
  • Account meets or exceeds the client and Accenture’s expectations
  • Influence client’s selection process and evaluation criteria
  • Participate as Capture Lead role on SAP OM from the Sales Role Blueprint and Credit Allocation
  • Sales: Developing, Validating, qualifying, and closing deal opportunities with Education clients. Understanding and presenting the entire Accenture services and solution portfolio
  • Act as Application SME at client site being able to communicate technically to C levels and below
  • Client Opportunity Origination
  • Provides solutions tocomplex business problems for area(s) of responsibility where analysis of situations requires an in-depth knowledge of organizational objectives

Education


Ohio State University - Lima Campus
2001 - 2006
Bachelor's Degree in Business

Professional Skills


  • Expert in Deal Origination, Sales Process, Solution Shaping, and Contract Negotiations (strong MSA development and negotiations skills key)
  • Proven experience in a rapidly growing accounts
  • Deep Account Management experience with specific and significant experience at Aerospace and Defence sector clients
  • Outsourcing and/or large complex sales management and business development experience
  • Experience in writing Proposals/ Creating Compelling Presentations/Story Telling
  • Sales experience in a professional services organization focusing on back office processing (BPO)
  • Experience in selling and solutioning Cloud based products and services

How to write Sales Capture Resume

Sales Capture role is responsible for travel, events, digital, retail, credit, training, integration, procurement, recruiting, security.
To write great resume for sales capture job, your resume must include:

  • Your contact information
  • Work experience
  • Education
  • Skill listing

Contact Information For Sales Capture Resume

The section contact information is important in your sales capture resume. The recruiter has to be able to contact you ASAP if they like to offer you the job. This is why you need to provide your:

  • First and last name
  • Email
  • Telephone number

Work Experience in Your Sales Capture Resume

The section work experience is an essential part of your sales capture resume. It’s the one thing the recruiter really cares about and pays the most attention to.
This section, however, is not just a list of your previous sales capture responsibilities. It's meant to present you as a wholesome candidate by showcasing your relevant accomplishments and should be tailored specifically to the particular sales capture position you're applying to. The work experience section should be the detailed summary of your latest 3 or 4 positions. Representative Sales Capture resume experience can include:

  • Manage the opportunity sales campaign and close opportunities using deep sales process and offering expertise. Focus can range from single tower service group to complex, multi tower/transformational opportunities
  • Experience selling large scale outsourcing engagements to clients within Consumer Goods, Retail, Industrial or Life Sciences Industries
  • Experience selling within Retail, Life Sciences, Consumer Packaged Goods, Hospitality or Manufacturing
  • Experience across Products, Retail and Consumer Goods industry sectors
  • Experience in one of the Industries – Energy/Utilities/Chemicals/Natural Resources/Manufacturing
  • Experience in selling large scale projects to Fortune 100 firms

Education on a Sales Capture Resume

Make sure to make education a priority on your sales capture resume. If you’ve been working for a few years and have a few solid positions to show, put your education after your sales capture experience. For example, if you have a Ph.D in Neuroscience and a Master's in the same sphere, just list your Ph.D. Besides the doctorate, Master’s degrees go next, followed by Bachelor’s and finally, Associate’s degree.

Additional details to include:

  • School you graduated from
  • Major/ minor
  • Year of graduation
  • Location of school
These are the four additional pieces of information you should mention when listing your education on your resume.

Professional Skills in Sales Capture Resume

When listing skills on your sales capture resume, remember always to be honest about your level of ability. Include the Skills section after experience. Present the most important skills in your resume, there's a list of typical sales capture skills:

  • Assist team with identification and qualification of sales opportunities and effectively guides sales capture team to closure
  • Effectively manage new opportunities and Accenture New Business Process using Accenture tools like ManageMySales
  • Experience selling large scale outsourcing engagements to clients within Aerospace and Defence sector
  • Experience in commercial banking and credit sector
  • Experience selling Professional services to Fortune 500 companies
  • Experience in One of the Emerging Technologies – Artificial Intelligence/ IoT/ Big Data/ Robotics process automation

List of Typical Experience For a Sales Capture Resume

1

Experience For Sales Capture Senior Manager Resume

  • Improve sales efficiency & effectiveness by meeting & exceeding Application Services sales & revenue targets
  • Manage the opportunity from sales pursuit to close (depending on level of experience)
  • Participate as Capture Lead role on SAP OM from the Sales Role Blueprint and Credit Allocation (depending on level of experience)
  • Develop pricing models for new deals using Accenture Global Pricing System
  • Manage/support delivery account reviews for client and internal senior leadership
  • Drive incremental revenue growth through further expansion of footprint at client. (i.e. testing, factory development, project control services or other staff augmentation opportunities)
  • Provide line of sight on behalf of the client, client business events and client objectives
2

Experience For Mid-market Sales Capture Lead ACS Resume

  • Demonstrate a good understanding of Accenture’s AS offerings and campaigns, as well as how the client’s business needs can be met by Accenture’s capabilities
  • Stay close to delivery status/challenges of jobs in their portfolio and provide support from a relationship perspective
  • Originate and close net new sales and assist with renewals or extensions when additional sales assistance is required
  • Advise on business requirements, plan services and play a proactive role in collaborating with the CAL in account planning including defining the AS account strategy
  • Identify business requirements, define service levels for new requests and ensure resolution of service performance issues
3

Experience For Sales Capture Lead-mortgage As a Service Resume

  • Ensure adoption and compliance with Accenture Delivery Methods in accordance with Accenture policies, including the creation and maintenance of the management plans (e.g., Business Continuity, etc.)
  • Manage account planning and forecasting activities considering the competitive landscape/market conditions and identify profitable sales objectives
  • Collaborate with client and technology account teams to provide advice on business requirements and plan services to be provided to users
  • Interaction is with senior management levels at a client and/or within Accenture, involving negotiating or influencing on significant matters (depending on level of experience)
  • Power to influence or complete assignments independently and ability to make decisions, as indicated by latitude to devise work products or plans, reliance on instruction and decision-making ability (depending on level of experience)
4

Experience For Sales Capture Manager, Energy Resume

  • Direct Client Relationship Development: Develops new and leverage existing relationships with potential buyers in the assigned region. Leads all sales activities with assigned direct accounts
  • High Touch Channel Management: Works with and supports assigned Accenture LLP client teams to sell Accenture Security services – as both standalone solutions as well as part of broader transformation sales
  • Demand Stimulation and Opportunity Generation: Consistently identifies opportunities to increase market awareness of Accenture Security capabilities and leads RFP response activities
  • Sales Process Leadership: Constructs and executes strategic opportunity plans, including win themes, win tactics & action plan, relationship plan, deal shaping and price-to-win. Reviews solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy, win themes, and price-to-win
  • Sales pursuit management,

List of Typical Skills For a Sales Capture Resume

1

Skills For Sales Capture Senior Manager Resume

  • Knowledge and Experience within Resources (Oil & Gas, Energy, Utilities etc.)
  • Strong knowledge of contract commercial constructs and key legal terms
  • Demonstrate deep content, industry and business acumen within area of sales
  • Experience in IT Sales
  • Experience with C-Level client coverage and relationship management
2

Skills For Mid-market Sales Capture Lead ACS Resume

  • Good knowledge of private and public cloud
  • Experience in Technology in one of the areas - SAP/Oracle/ Microsoft/IBM Technologies
  • Originating sales and relationships with C suite clients, both at established and emerging clients
  • Targeting clients of the right profile to,
  • Elling complex solutions for a global or national consulting firm to the banking sector
  • With Management of sales team performance, coaching, objective setting and recruiting
3

Skills For Sales Capture Lead-mortgage As a Service Resume

  • With Managing and directing teams - of ServiceNow Sales Capture Managers
  • Enables clients to achieve their business goals by creating and operationalizing comprehensive energy and facility strategies
  • +5 years selling service solutions to large accounts
  • +5 years selling Security Services/Solutions, with referenceable clients
  • Win strategy development, value proposition development, transition to delivery, sales pursuit management, pricing, strategy, and execution
4

Skills For Sales Capture Manager, Energy Resume

  • Proposal development, negotiate to close, deal shaping, business case development, qualification and alliance management
  • Develop relationships with key buyers and decision-makers at new and/or existing clients; protect and grow the business
  • Deal Shaping/ Business Case Development
  • Lead Generation/ Offering Campaign Management
  • Present sales forecasts and revenue reports to leadership team
  • Assist Sales Capture team with the Client Senior Executive, Client Account Lead and Client Senior Technical Consultant in developing and executing the origination strategy
5

Skills For BPO Sales Capture Senior Manager Resume

  • Develops the origination approach for a team and tracks progress over time
  • Helps develop and maintain sales collateral specific to supported ServiceNow competencies
  • Assists team with development and sustaining of client executive relationships through personal meetings, presentations, business networking and/or other business or social gatherings
  • Assists team with development and sustaining of regional ServiceNow sales team relationships through personal meetings, presentations, business networking and/or other business or social gatherings
  • Assist sales capture team with overseeing the overall quality of delivery and execution of the ServiceNow competency program
6

Skills For Sales Capture Manager Resume

  • Assist sales capture team with proactively identify and drive opportunities related to assigned ServiceNow competency(ies)
  • Assist sales capture team with prospecting internally in Accenture and with local market Sales Capture team to qualify opportunities using criteria including win probability, competitive landscape, client relationship, Accenture capability, deal profitability
  • Sales Process and Deal Closure Leadership
  • Travel up to travel as needed up to 30%
  • Travel up to travel as needed up to 50%
  • Expertise in Public Cloud, Managed Services, Data Center, Network, and IT transformation
  • Expertise in Health & Public Sector
7

Skills For Sales Capture Lead-products Life Sciences Resume

  • With Expansion of client revenue through design and implementation of a strategic sales plan
  • Proven capability to building relationships with CXO/Director/VP level client contacts and strong existing and referenceable relationships within Aerospace and Defence sector
  • Extensive experience in sales, relationship management and account management in the IT services industry with top tier global delivery service providers
  • Drives as a team member within a matrix environment
  • Leverages technology as a tool to solve business problems
  • Consistently able to deliver annual service sales of +$5 Million
8

Skills For Sales Capture Senior Manager Accenture Credit Services Resume

  • Working with Client Account Leads and Industry Leads to understand the latest in Accenture offerings and from that develop compelling value propositions to take the client
  • Developing early credibility both internally at Accenture and with our clients – become the trusted partner for our long-standing and emerging clients, in turn influencing the client’s selection process and evaluation criteria
  • Coordinating internal approvals, (including initial qualification) and sales team resources; manage solution/proposition develop client interactions and relevant client demonstrations,
  • Facilitating the negotiations and closing activities. Manage successful transition of the opportunity to the delivery team
  • Leverages deep subject matter expertise, market intelligence, and a sophisticated, technology-driven analytical approach for scalability across all locations
  • Coordinate internal approvals, sales team resources, manage solution/proposition development and client interactions
  • Ensure a Competitive Advantage is created
9

Skills For Sales Capture Technology Consulting Resume

  • Develop a territory management strategy for your accounts / region and track progress over time
  • Personally develop and sustain client executive relationships within targeted accounts through personal meetings, presentations, business networking and/or other business or social gatherings
  • Personally develop and sustain regional ServiceNow sales team relationships through personal meetings, presentations, business networking and/or other business or social gatherings
  • Oversee the overall quality of delivery and execution of the Accenture services sold for Client ServiceNow program(s)
  • Provides solutions to complex business problems where analysis of situations requires an in-depth knowledge of organizational objectives
  • Understand and respond to client's selection process and evaluation criteria
  • Win Strategy Development/ Value Proposition Development/ Proposal Development
10

Skills For Sales Capture Senior Manager Products Resume

  • Accountable for driving all types of sales in the Application Services arena on existing assigned accounts and improve sales efficiency & effectiveness by meeting & exceeding Application Services sales & revenue targets
  • The Sales Capture Senior Manager plays a proactive role in collaborating with the Client Account Lead in account planning including defining an account strategy, Year-on-Year sales growth expectations for Application Services work, and taking a proactive role in driving net new origination throughout the year
  • Develop new client relationships and expand existing ones to drive application services sales
  • Remain connected with delivery counterparts and provide support from a relationship perspective, as needed
  • Manage client expectations along with client management and technology account management teams

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