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HPE Spain Practice Manager

Lugar de trabajo: Madrid

Regional Description: Spain

Número de oferta: 00641722

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- Descripción del puesto

The HPE Spain Practice Manager is responsible for developing, enabling and executing Accenture's joint go to market strategies with HPE. The need for the Practice Manager role is a result of Accentures various business strategies and their dependency on third party technology providers including hardware, software and services that underpin our Client Solutions and Offerings. 

The primary goal for the HPE Practice Manager is to enable and enhance Accentures sales channel with HPE using our relationships, assets and capabilities contributing to the growth of our underlying services business. This channel works both ways embedding HPE into our offerings enabling our sales teams and enabling HPE to take our offerings to market enabling their sales teams. 

The HPE Spain Practice Manager has two primary stakeholders i) the TGP Alliances organization and ii) the business stakeholders they support. Individual success is measured based on key Alliance Metrics, such as Alliance Impacted Sales via Offerings and Campaigns, Resale Revenue and Vendor Investments.

Key Responsibilities:


Go to Market Enablement:

•Annual Planning – Developing a joint annual plan for resource staffing, joint marketing activities (e.g. events, materials, and awareness), offering development plans, investment plans, and training / capability development plans.

•Resale Enablement – Enable and assist the technology fulfilment team to resell HPE

•Investment Management – Attract and direct Accenture and HPE investment funds for the benefit of Accenture offerings and practice areas.

•Offering Enablement – Enhance Accenture offerings with HPE technology solutions

•Campaign Acceleration – Ensure we maintain trained/certified status on relevant HPE technologies and drive campaign readiness for the relevant deployed to practices/industries.


Sales Origination and Advancement: 

The HPE Spain Practice Manager maintains a close connection with the Accenture sales organizations (e.g. the Alliance Sales Directors as well as OG Sales, TGP 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 weekly reviews of joint pipelines; Drive appropriate opportunity qualification.  Generate increased vendor BD investments in joint business development.

•Sales Interlock (TGP/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 HPE. Assume a sales-focused approach, working closely with Client Account/Technology Account Leads (CALs/TALs), Sales Directors and the HPE sales force; Ensure connection to Alliance Sales Directors to pursue Resale.

•Direct Involvement – Direct participation in the sales cycle for key ‘must win’ opportunities.


Relationship Management:

The HPE Spain Practice Manager actively manages our relationship with HPE. 

•Field Alignment and Issue Escalation – Develop and maintain meaningful, sales-oriented relationships with HPE executive leadership, regional management and key account teams, and Accenture stakeholders.  Act as the Accenture ambassador for the overall relationship; 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 HPE to maintain alignment; Develop and maintain relationships with relevant Accenture Leadership , becoming their trusted advisor on Alliance pursuits; Increase the penetration of the vendor technology in our core and industry offerings


Alliance Operations:

•Accountable for targets across key metrics (R3/MMS)

•Creation of annual business plan with target clients and offerings/focus areas

•Ensure Accenture’s compliance with any Alliance agreements

•Manage alliance 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.

  • Strong Ability to manage and communicate to Senior Leadership including regular cadence with Managing Directors within E&V, Operations, and Operating Groups
  • Experience in monitoring presales/proposal development function for deals
  • Experience in Deal Qualification process
  • Understanding of sales/opportunity management processes/reporting (proficiency in SAP OM/MMS  preferred)
  • Deep understanding of overall sales motions, Accenture’s sales staging process, and sales operation support tools and techniques
  • Experience in working with Accenture knowledge bases
  • Strong management and collaboration skills
  • Ability to actively support cross geography teams and relationships
  • Accuracy and attention to details; prioritizes and plans work activities with a high degree of personal organization and the ability to supervise/coach/mentor these skills in others



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