Job Description

Job Summary
Directly supports our clients and the Alliance Sales Directors in support of our 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, Alliance 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
  • 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
  • Convert BOMs into a quote Vendor Quote
  • Generate Client Quote from Vendor Quote using appropriate pricing strategies in coordination with Alliance Sales
  • Support process to get Purchase Orders approved with client signature on Quotes
  • Coordinate submission of Vendor Order
  • 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

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Qualifications

Qualifications
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 Systems Architects and/or Clients for field and operational Resale services for Statement of Work and Quote creation
  • Put together standard quotes for services based on our repository of standard services
  • 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)
Preferred Skills/Qualifications
  • Alliance Relationship Management
  • Alliance Advocacy
  • Resale Advocacy
  • Value Proposition Development
  • Proposal Development
  • Offering Acumen
  • Pre-Sales
  • Sales Enablement
  • Vendor Teaming Agreement Management
  • Configuration & Pricing
  • Vendor Solution Configuration Skills
  • Vendor Program & Pricing Knowledge
  • Resale Quoting
  • Order & Logistics Management
  • Resale Order Management
  • Resale Logistics Management
  • Post-Deployment Support
  • Customer Service
  • Metrics & Reporting
  • Value Added Offerings
  • Resale through Alternate Deal Structure
  • Vendor Contract Maintenance & Renewal Management
  • Resale Competitive Landscape
  • Client Catalogues

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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