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Resale Senior Manager

Job Location: Melbourne, Sydney

Regional Description: Australia

Job Number: 00545698

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- Job description

Your career in Accenture Technology

 

Resale Senior Manager

 

Are you passionate about cutting-edge technologies?

Shape your skills with our global technology team

 

Do you want to develop your technology skills within a global team? With Accenture Technology you will have the chance to combine your deep technology expertise and industry-specific insights to transform our clients' ability to achieve their business outcomes. You will assess, define, implement and/or support world-class solutions for our clients, spanning simple IT projects to large-scale, enterprise-level change programs.

 

Accenture Technology

 

As one of the world’s largest independent providers of technology services, at Accenture Technology you will help provide our clients with a full range of innovative technology solutions, as well as proven consulting and outsourcing services, to help them become more successful. From the development of IT strategy to the optimisation, management and security of the underlying infrastructure, applications and data, you will have the opportunity to impact our clients’ success.

 

 

Role Summary:

 

 Able to see the possibilities of partnership, these experts utilize deep understanding of Accenture and Alliance capabilities, offering, and technologies to identify existing and potential opportunities and clients to generate resale revenue and margin. They create value for clients by creatively solutioning with our partners. With an exceptional network and client relationships, they easily gain access to key buyers and decision makers.

 

Key Responsibilities:

 

Asset Management & Client Satisfaction

 

 • Manage internal (Accenture engagement teams) and external (client) satisfaction to create ongoing relationships

 

• Manage risk in the contractual terms with our clients

 

• Manage internal (Accenture engagement teams) and external (client) satisfaction to create ongoing relationships

 

• Manage risk in the contractual terms with our clients Opportunity Management – Within assigned client group or territory

 

• Lead negotiation with client team executives to determine requirements and/or specifications and to shape the deal

 

• Develop and execute strategies to win; socialize Alliances strategy with stakeholders

 

 • Direct the development of appropriate Alliances Services proposals and RFP response materials

 

• Direct the development of appropriate Alliances Services CSA/Arrangement Letter language

 

• Lead the client presentations and oral proposal activities as appropriate

 

• Negotiate and close the sale(s) directly with the buyer(s)

 

• Manage overall technology implementations

 

 • Provide post sale support and account management to ensure high client satisfaction

 

• Develop, present and sell add–on work and renewals

 

 • Negotiate revenue sharing agreements that compensate Accenture for demand creation and implementation activities when resale is not possible

 

• Resale margin forecasting by quarter and updating the same on a regular basis as defined by the business, currently bi-weekly Territory Management – Within assigned client group or territory

 

• Independently (or with others) understand overall Accenture activities and identify and qualify potential opportunities/leads through the new business process, pipeline management, Alliances collaboration, client team discussions, networking, cold-calling, trade shows, public speaking, and by leveraging existing relationships

 

• Develop and maintain relationships with potential client buyers, technology providers and engagement teams through target marketing and prospecting activities, networking with Alliances partners, telephone calls, personal emails, personal mailings, business forums, and/or other social gatherings

 

• Identify specific sales opportunities within clients and/or targets

 

• Determine which opportunities we should pursue using criteria such as highest probability of winning, profit potential, return on investment, level of effort, etc.

 

• Grow the Business – Consistently add new clients

 

• Effectively qualify in and out of clients

 

• Win and Loss analysis with client teams and impact of Alliances partners

 

• Independently (or with others) understand overall Accenture activities and identify and qualify potential opportunities/leads through the new business process, pipeline management, Alliances collaboration, client team discussions, networking, cold-calling, trade shows, public speaking, and by leveraging existing relationships

 

• Develop and maintain relationships with potential client buyers, technology providers and engagement teams through target marketing and prospecting activities, networking with Alliances partners, telephone calls, personal emails, personal mailings, business forums, and/or other social gatherings

 

• Identify specific sales opportunities within clients and/or targets

 

• Determine which opportunities we should pursue using criteria such as highest probability of winning, profit potential, return on investment, level of effort, etc.

 

 • Grow the Business – Consistently add new clients

Skill Name,

 

Expected Proficiency Level Client Relationship Building and Management,No Proficiency Customer Insight,

 

P3 - Advanced Deal Shaping,

 

P2 - Proficient Negotiation Management,

 

P2 - Proficient Offering Insight,No Proficiency Sales Pursuit Management,

 

P3 - Advanced Value Analysis and Prioritization,

 

P3 - Advanced Value Architecture & Realization,No Proficiency*Nice-to-Have

 

Skills/Qualifications:

 

1. Excellent communication (written and oral) and interpersonal skills

 

2. Good organizational, multi-tasking, and time-management skills

 

3. Proven ability to create a business plan and execute against it

 

4. Proven ability to motivate, lead, recognize and manage a high performance team

 

5. Fluent in another language

 

About Accenture

 

At Accenture, we can help you build the career you dream of. Our success relies on ensuring our people enjoy the inspiring challenges, exceptional experience and flexibility they need to succeed at every stage of their career.

 

As a leading professional services company with more than 435,000 people working across 120 countries, your career can take many exciting paths spanning digital, strategy, consulting, technology and operations.

 

As part of a global diverse workforce you will help organisations across every industry imaginable improve the way they work. Join us and let challenging, interesting and enjoyable work become part of daily life.

 

Accenture is an equal opportunities employer and welcomes applications from all sections of society and does not discriminate on grounds of race, religion or belief, ethnic or national origin, disability, age, marital, domestic or civil partnership status, sexual orientation, gender identity, or any other basis as protected by applicable law.

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