This position is part of Ecosystem Services. Ecosystem Services is a global shared services organization with more than 150 highly skilled professionals. It primarily supports the Ecosystem & Ventures and Platforms leads in Accenture Technology but it also extends its services to all teams within Accenture. Ecosystem & Ventures drives all facets of the ecosystem lifecycle—setting strategy, forming and managing alliances, driving resale, and ultimately accelerating growth. The group has oversight from the early stage emerging companies through to our large, leading partners.

The SDC/PDC acts as POC and subject matter expert for a segment, partner or group of partners, supporting our Segment Development Manager (SDM) / Partnership Development Manager (PDM).

SDC’s / PDC’s apply deep expertise and knowledge in areas such as capability and offerings development, sales materials, trainings, governance / contacts management, contracts, pipeline management and vendor investment management.

There are multiple different scenarios for this role:

o   Support to a small partner

o   Support a combination of partners

o   Support to emerging technologies / startups with potential

o   Support a defined segment  

Main Responsibilities

PRACTICE BUILDING

•Training & Capability Development

Work in synch with Capability development teams to coordinate the development of vendor’s related trainings or any other knowledge sharing means.

   ◦Planning - Jointly w/Practice & Partner

   ◦Curricula Development

   ◦Negotiation (free training / FTE funding)

   ◦Drive additional budget requests

   ◦Follow up internally & w/Partner - Trained & Certified FTEs

PARTNERSHIP MANAGEMENT

•Relationship Management ◦Business & Sales oriented conversations

   ◦Relationship Map / Contacts lists

Maintain the vendor’s Relationship Map / contact lists. Evolve and grow internal relationships w/vendor by sharing contacts with CALs / TALs and other related Accentureindividuals, making introductions via calls and other avenues.

   ◦Incubate & Manage 3rd Party relationships that has potential value to Accenture

Managing 3rd Party relationships. I.e.: vendors inquiring to do business with Accenture as a part of a key alliance. Taking discussions with 3rd party vendors andeducating them on our process as via the supplier portal, contract exchange, etc.  Providing awareness of key vendors to leadership for greater discussions.

   ◦Synergies in between ACN & Partner Ecosystem Maps

   ◦Actions and Escalations tracking and reporting

Keep track of key actions related to relationship mgmt. with vendors.

Keep track of escalations that require executive support and action (example of escalation:  Competition between Accenture and another system integrators withina key Diamond/ Foundation Accenture account)

•Business Support ◦QBR - Internal Status Reviews

   ◦Vendor Facing

Support leadership meetings between ACN and vendor’s counterparts. Support agendas preparation, advise on required materials, prepare minutes, help facilitate sothat decisions are obtained during the allotted time, record decisions in the appropriate system(s) and follow-up on action items.

   ◦Respond Partner-Technology related requests/calls

•Pipeline Management ◦Pipeline meetings – Logistics

Reviewing pipeline and follow up with TAL’s, ASD’s, ARD’s to check status and actions needed

   ◦Key Words definition

   ◦Pipeline Tracking

Dashboards of collaborative opportunities with the Alliance or other Vendor Pipeline, Targets, Won, Top Opportunities.

   ◦Support Coding

Ensure opportunities are correctly coded in SAP Opportunity Management / MMS on a timely basis. Establish processes to keep information in the system accurate andup-to-date, communicating with client teams and Finance personnel as needed.

•Investments

Global support of VIF process, including forms with Pega, MD&I Spend reporting and analysis, Budget support - individual status for each project, and vendor billing.

   ◦Manage and Tracking of In Kind Investments.

   ◦Negotiate MD&I

   ◦MD&I Management

   ◦In-Kind Investment

•Resale ◦Resale agreements support

   ◦MPO/LCAs Tracking by Partner

   ◦Negotiate MPO - LCA

   ◦PUP Campaigns

   ◦POC for Resale in region under scope: address any questions from ASD’s related to resale agreements

PARTNERSHIP POSITIONING

•Market Definition ◦Coordinate and develop a Go-to-Market plan and support the execution

   ◦Develop Client target list

•Marketing Promotion ◦ Plan & Coordinate key events with Partners

Coordinate Vendor Sales and Kick-off Meetings (management of sponsorship documentation including Accenture descriptions, working with marketing to ensure alignment of activities, dollars, space, agendas, etc.).

 Support key events: working with marketing to ensure alignment of logistics (hoteling, flights, dinners, etc.), merchandising, advertising tools. Coordinate meetings, agendas, materials

   ◦ Local Campaign support/integration

   ◦Credentials and Collateral development

   ◦Communications (development & approvals)

GTM DEVELOPMENT

•Plays/ Offerings Development

•Channel Development ◦Create a market place for differentiated collaborative solutions / offerings.

   ◦Prepare sales campaign, aligned with Partner

   ◦Sales Training assets

   ◦Sales Collaterals

•Other Activities ◦Identify CoE, Labs where the Partner could fit it

   ◦Promote and support the development of ‘Studios’ - as show case