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Ecosystem Segment Development Director

Job Location: Melbourne

Regional Description: Australia

Job Number: 00601302


- Job description

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 Requirements
The Accenture Ecosystems and Ventures (E&V) Practice within the Technology Organization is responsible for developing, enabling and executing Accenture’s joint go-to-market strategies with our partners.  The need for the Ecosystems and Ventures role is a result of Accenture’s various joint business strategies with third party technology providers – including hardware, software and services that underpin our Client Solutions and Offerings.  
Focused on the ecosystem of Alliance partners and other third parties surrounding Artificial Intelligence.  Candidate must have a strong track record of building and harvesting long-term relationships, and a technical and market understanding of the multinational cloud platform providers.
The primary goal for an E&V Director is to enable and enhance Accenture’s offerings and solutions with third party relationships, assets and capabilities – contributing to the growth of our underlying services business.  This ‘channel’ works both ways – embedding third parties into our offerings (enabling our sales teams) and selectively choosing Techonology partners to help take our offerings to market (enabling their sales teams).
E&V Directors have two primary stakeholders – i) the Technology Ecosystems and Ventures organization and ii) the business stakeholders they support across Digital, Strategy, Technology, Consulting, and Operations.  Individual success is measured based on key KPIs, such as Technology Practice Sales, Resale Revenue and Joint Investments.   
In addition to our quantitative Partner Metrics, the E&V Team often measures its success with business sponsor satisfaction.  Business sponsor satisfaction can vary from vendor to vendor or practice to practice, but we often see our stakeholders focused on:
  • Overall Practice Sales (in dollars)
  • Size of Practice (people chargeable)
  • Differentiation (does our alliance provide us w/ competitive advantages)
  • Teaming Readiness (Are we ready to respond to an opportunity tomorrow?)
  • Capability Readiness (Do we have access to training, technical support and demo / development products?)
  • Relationship Readiness (Do we have executive and field level relationships we can count on?)
Key Responsibilities:
Go to Market Enablement:  The E&V Director works to enable our go to market strategies. 
  • Strategy and Formation – Select, structure, and negotiate new relationships and/or new initiatives within existing relationships.
  • Annual Planning – Developing periodic plans for partner resource staffing, joint marketing activities (e.g. events, materials, awareness), offering development plans, investment plans, and training / capability development plans.
  • Resale Enablement – Establish the right and expectation for resale with our Technology partners
  • Investment Management – Attract and direct Accenture and vendor investment funds for the benefit of Accenture offerings and practice areas.
  • Offering Enablement – Enhance Accenture offerings with vendor technology solutions
  • Campaign Enablement – Qualify, develop, and mobilize third party enabled go-to-market campaigns.
  • Campaign Acceleration – May attain trained/certified status on relevant vendor technologies and drive campaign readiness for the relevant deployed to practices/industries.
Sales Origination and Advancement: The E&V Director maintains a close connection with the Accenture sales organizations (e.g. The entire E&V teams globally and in AAPAC which include Partner Development Roles, Market Development, Platform, and Resell teams) OG Sales, Tech Sales and other initiative sales teams).  
  • Win Enablement – Support the pre-sales activities related to go-to-market campaigns; Drive incremental services growth through direct involvement in Joint Account Planning; Contribute key insight and competitive intelligence to win strategies and proposal responses; Help improve Accenture’s win rate as a result of increased skills and capabilities developed on vendor technologies. 
  • Joint Pipeline Management – Conduct regular reviews of joint pipelines; Drive appropriate opportunity qualification.  Generate increased vendor BD investments in joint business development.
  • Sales Interlock (OG and Alliance partner sales forces) – Own the interlock process with other Accenture sales organizations to optimize collective efforts; Understand Accenture’s overall global sales execution model & target markets and identify/qualify potential opportunities/leads stemming from the vendor(s). Assume a sales-focused approach, working closely with Client Account/Technology Account Leads (CALs/TALs), Sales Directors and vendor sales force; Ensure connection to Ecosystem Sales Directors to pursue Resale.
  • Direct Involvement – Direct participation in the sales cycle for key ‘must win’ opportunities.
Relationship Management:  The E&V Director actively manages our relationship with Technology partners. 
  • Field Alignment and Issue Escalation Develop and maintain meaningful, sales-oriented relationships with vendor’s executive leadership, regional management and key account teams, and Accenture stakeholders.  Act as the Accenture ambassador for the overall relationship(s); Collaborate with Accenture Technology Growth Platform, industry/service line or operating group, and vendor leadership to determine partnering strategies.
  • Training and Solution Enablement – Support the enablement of field resources for targeted campaigns, products and solutions
  • Maintain Leadership Alignment – Work with executive sponsors from within Accenture and at the vendor to maintain alignment; Develop and maintain relationships with relevant Accenture Leadership , becoming their trusted advisor on Partner pursuits; Increase the penetration of the vendor technology in our core and industry offerings
Alliance Operations:
  • Accountable for targets across key metrics
  • Ensure Accenture’s compliance with any Alliance agreements
  • Manage partnership support activities including recruiting, training and management of resources, lead generation and pipeline management, Market Development funding management, coordination of events and meetings, and reporting.
Collaborates with:
  • Business Stakeholders – to be determined by role
  • E&V Global and AAPAC Leadership – for overall strategy, career management, objectives, reviews, etc.
  • Partner Formation – to ensure adherence to the Alliance Formation processes
  • Resale Directors – to enable and execute Resale opportunities
  • Technology Domain/Service Line/Industry or Operating Group leadership – to set strategic intent
  • Product & Offering Development or Business Service Teams – to shape and enable offerings with third party relationships
  • Technology Domain/Service Line CALs/TALs and Sales Directors – to drive awareness of offerings, demand generation and support of sales opportunities
  • Other Enterprise Services (Legal/Commercial, Marketing, Business Operations, Capability Development, Finance, and HR)
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 375,000 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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