Job Description

Job Summary:

 

Supports both onshore and offshore Client & Sales Support team on AAPAC resale business.  This includes working effectively with third party alliance partners, facilitating the delivery of our resale capabilities/benefits and working with resale services in support of our client needs.

 

Key Responsibilities: 

 

Vendor-Focused Knowledge and Relationships:

·       Program and Product Advocate – Become an expert in the resale programs for Vendors through knowledge of the Vendors’ products and programs

·       Deal Champion – Participate in or facilitate discussions and flow of information between Vendors, Ecosystem Sales and the Pre-Sales Technical Architects, the client engagement team, or the client as necessary

·       Communication – Work with Vendors to create quotes and own the process to obtain the best available pricing and other resell terms;  Leverage the opportunity to interact and build deep Vendor relationships

 

 

 

Client-Focused Relationships:

·       Product and Program Counsel – Provide clients and engagement teams with factual information and analysis on various technology solutions that support our client needs

·       Be a prime contact for our clients - identifying opportunities for resale and supporting same (quoting, ordering, logistics, services, invoicing support);  creating /maintaining high levels of customer satisfaction in all client related situations;  Identify and escalate any client issue as appropriate;  Work to gain knowledge about the client’s business and relevant processes (e.g. procurement) and document information;  Understand engagement economics

·       Support Configure-Quote-Purchase-Invoice lifecycle

o   Bill of Materials to Quote – Work with the Technical Architect to finalize solution configuration required to develop the BoM.  This includes working with the resale services business in support of our client engagements as well

o   Convert BOMs into a quote Vendor Quote

o   Generate Client Quote from Vendor Quote using appropriate pricing strategies in coordination with Alliance Sales

o   Support process to get Purchase Orders approved with client signature on Quotes 

o   Coordinate submission of Vendor Order

o   Manage final invoicing activities required to get payment from clients

 

Client Knowledge and Relationships:

·       Experience and Innovation – Develop deep understanding of the Resell business process and be able to communicate the process and alternatives to Clients and Client Teams

·       Execution Excellence – Delivery Client superior service around order management for resale transactions

·       Account Management – Where requested, provide customized information, reports, or other forms of support;  Leverage account experience and knowledge to build deep relationships

 

Logistics, Deal Shaping and Execution:

·       Supervise Order Fulfillment – Manage primary responsibility for overseeing the order process – from quote to contract to delivery to invoicing and post delivery support  

·       Trade-In Management – shape deals to take advantage of all available trade-in incentive programs offered by vendors

·       Shipping Logistics – coordinate custom shipping requirements (e.g., Freight Forwarding, post-dated ship dates, client provided shipping) on behalf of client

·       Disposal – provide disposal services for decommissioned product as required by client

·       Returns Management – Management of order excess returns, DOA returns, RMA returns, Disposal returns

 

Maintenance Renewal:

·       Identify, track, and position opportunities to sell maintenance renewal agreements with Clients

·       Managing the process to renew maintenance agreements for equipment previously resold by Accenture

·       Provide support to clients to manage inventory, service levels, renewal dates, and other aspects of our clients’ Maintenance contracts

 

Resale Services:

·       Take inputs from onshore and offshore Client & Sales Support team for field and operational Resale services for Statement of Work and Quote creation:

o   Put together standard quotes for services based on our repository of standard services 

o   For non-standard resale services opportunities, as the requirement for deviation comes from the pre-sales activity, document requirements for input into a non-standard scope of work or statement of work and feed it into the Operations team for completion (time/effort/pricing) or into the Field Services team for completion (time/effort/pricing).

Administrative Supports:

·       Take responsibility of varies standardbred AAPAC reports to be distributed to the AAPAC Ecosystem Services Team on regular basis

·       Maintain MMS Pipeline Data accuracy and updates per local Ecosystem Sales Director and Client & Sales Support’s requests

·       Facilitate and Organize weekly Dalian offshore C&SS team call, taking minutes and follow up actions

·       Process requests by using multiple Tools, including but not limit to: Ehub, SAP, SharePoint, BuyNow, etc.

·       Assist on both Global and AEE C&SS initiatives, free up time of our front end C&SS from administrative tasks to facilitate focus on real sales, value add engagements, and to support the forecasted business growth



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Qualifications

Preferred Skills/Qualifications:

 

Skill

 

Proficiency Targets

 

 

Analyst

Sr. Analyst

Specialist

Sr. Specialist

Ecosystem Core Skills

 

 

 

 

Ecosystem Relationship Management

Trained

Novice

Proficient

Proficient

Ecosystem Advocacy

Trained

Novice

Proficient

Proficient

Resale Advocacy

Trained

Novice

Proficient

Advanced

Value Proposition Development

Trained

Trained

Novice

Proficient

Proposal Development

Trained

Trained

Novice

Novice

Offering Acumen

Trained

Trained

Novice

Novice

Pre-Sales

 

 

 

 

Sales Enablement

Novice

Proficient

Proficient

Advanced

Qualification

Novice

Novice

Proficient

Advanced

Vendor Teaming Agreement Management

Novice

Novice

Proficient

Advanced

Configuration & Pricing

 

 

 

 

Vendor Solution Configuration Skills

Trained

Novice

Proficient

Advanced

Vendor Program & Pricing Knowledge

Trained

Novice

Proficient

Advanced

Quoting

 

 

 

 

Resale Quoting

Novice

Proficient

Proficient

Advanced

Order & Logistics Management

 

 

 

 

Resale Order Management

Novice

Proficient

Advanced

Advanced

Resale Logistics Management

Novice

Proficient

Advanced

Advanced

Post-Deployment Support

 

 

 

 

Customer Service

Trained

Novice

Proficient

Advanced

Metrics & Reporting

Trained

Novice

Proficient

Advanced

Value Added Offerings

 

 

 

 

Resale through Alternate Deal Structure

Trained

Novice

Proficient

Advanced

Vendor Contract Maintenance & Renewal Management

Novice

Novice

Proficient

Advanced

Resale Competitive Landscape

Trained

Novice

Proficient

Proficient

Client Catalogues

Trained

Novice

Proficient

Advanced

 

 

 

 

 

 

 

 

Key Scope, Complexity and Risk Factors:

 

*** For Enterprise WF, access the Enterprise WF Career Level Guidelines.

 

Level

Senior Specialist

Specialist

Senior Analyst

 

Analyst

Job Specific Scope Guidelines

Account Rep:  Most experienced Account Reps;  Expected to interact with clients;  Supports Alliance Sales Directors;  Deemed a vendor program expert for more than one vendor;  Possesses skills as a complex deal shaping and execution expert

 Account Rep:  Client interaction expected;  Supports Alliance Sales Directors;  Deemed a vendor program expert for at least one vendor

Deals Desk: Most experienced Deals Desk member deemed a program expert for multiple vendor

 

 

 

Account Rep:  Client interaction expected;  Supports Alliance Sales Directors;  Beginning to develop vendor program knowledge

Deals Desk: Client interaction expected;  Deemed a program expert for at least one vendor

Account Rep or Deals Desk:  No client interaction expected;  Pure pricing, quoting, and logistics support;  Building relationships with client teams and vendors


All employment decisions shall be made without regard to age, race, creed, color, 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 by federal, state, or local law.

Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.

Accenture is committed to providing veteran employment opportunities to our service men and women.

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