Manage and shape the deal and deliver the opportunity, leveraging the Ecosystems portfolio of capabilities, offerings and technologies to generate additional resale revenue and margin. Responsible for demonstrating business and strategic acumen and account expertise and will work integrally with client account leads, resale directors (ASD) and senior account stakeholders to sustain and maximize relationships.
Resale Deal Management Accountabilities
Manage internal (Accenture engagement teams) and external (client) satisfaction to manage ongoing relationships
Manage financial, legal, and tax risks in the contractual terms with our clients
Lead discussions with client team executives to determine requirements and/or specifications related to the shaping of the deal
Develop and execute strategies to win and socialize Ecosystems strategy with stakeholders
Oversee the development of appropriate Ecosystems Services proposals and RFP response materials
Oversee the development of appropriate Ecosystems Services CSA/Arrangement Letter language
Lead the client presentations and oral proposal activities as appropriate
Provide post-sales support and account management to ensure high client satisfaction
Develop, present and sell add–on work and renewals
Determine which incremental sales opportunities we should pursue using criteria such as highest probability of winning, profit potential, return on investment, level of effort, etc.
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
Understand overall Accenture activities/leads through the new business process, pipeline management, Ecosystems collaboration, client team discussions and by leveraging existing relationships
Develop and maintain relationships with potential client buyers, technology providers and engagement teams
What skills & experience are we looking for?
- Excellent communication (written and oral) and interpersonal skills
- Good organizational, multi-tasking, and time-management skills
- Relationship Management
- Ability to follow and comply with a sales process
- Vendor Management experience
- Procurement skills
- Appreciation of Trending Technical Solutions
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.
Equal Employment Opportunity Statement
All employment decisions shall be made without regard to age, race, creed, colour, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected applicable law.
Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.
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