AWS Market Development Director
The Accenture AWS Business Group (AABG) is seeking a Market Development Director to develop and grow our Accenture AWS business. The AABG Market Development team member will be responsible for establishing and nurturing relationships with both AWS field sales executives and Accenture stakeholders to identify and execute go-to-market (GTM) strategies and Cloud transformation opportunities The role will focus on growing the AWS sales and pipeline of Accenture’s AWS business through demand generation, origination and co-selling opportunities with AWS, and enablement of Accenture’s strategy to the field and account teams.
Key characteristics for applicants include team-oriented and self-starting individuals with the ability to form strong relationships. Applicants should have knowledge of AWS solutions, cloud migration, application modernization, and/or Data and AI transformation programs. This is a high-impact role that requires strong business development skills, partner relationship acumen, and a deep understanding of AWS and its sales motion. Additional key skills include strategic thinking, concept synthesis, and strong executive presence.
YOU ARE:
Demand Generation: In collaboration with the alliance and marketing teams, facilitate and execute demand generation activities – internal and joint enablement sessions, briefings and events to develop pre-stage 0 pipeline. Collaborate with AWS partner development teams to leverage AABG incentive programs, MDF, and solution campaigns to accelerate demand generation.
Sales Origination: Conduct sales origination activities, including the execution of joint account planning sessions between Accenture and AWS to identify new opportunity areas. Shape early-stage opportunities, facilitate joint pursuit strategies, and support deal progression in collaboration with Accenture sales and delivery teams. Connect the right SMEs with the right opportunities, developing stronger strategies and the ability to execute successful sales cycles.
Partner Engagement and Relationship Management: Develop AWS and Accenture executive and field level relationships to align teams and grow market share of Accenture-AWS joint business. Bring Accenture’s AWS strategy effectively to the field. Serve as key point of contact between AWS and Accenture account teams, ensuring alignment of priorities and execution. Support internal deal reviews and joint governance processes.
Go-to-Market Alignment: Adapt industry specific positioning of AWS to local market unit conditions. Develop relationships with the Client Group / Market Unit Industry Leads and support execution of GTM strategies across key industries and accounts. Drive adoption of joint offerings and repeatable cloud solutions built in partnership with AWS.
Enablement & Evangelism: Educate Accenture client account and delivery teams on AWS and AABG value propositions, co-sell process, and best way to engage with AWS. Educate both Accenture and AWS on new go-to-market (GTM) offerings, assets, and differentiators to increase win rates and grow sales.
Monitor and Manage Pipeline: Maintain ownership of the book of business (co-sell) between Accenture and AWS. Integrate this into timely and accurate regional reporting for leadership.
HERES WHAT YOU NEED:
Professional experience in cloud sales, partner sales, alliance management, with a focus on enterprise accounts
Ability to articulate industry specific trends and challenges with specialization in one or more industries
Strong familiarity with AWS solutions, cloud migration, application modernization, and or data AI transformation programs
Experience in go to market strategy and sales execution
Experience working with partners and cross functional teams to develop business opportunities
Experience working in or with large matrixed organizations like Accenture and AWS
Entrepreneurial mind set, self-starter style and ability to drive outcomes
Excellent interpersonal, communication, and executive engagement skills
BONUS POINTS
Experience working at or alongside AWS with focused experience in partner strategy and sales
Familiarity with Accenture s operating model, account structure, and AWS Business Group
Experience negotiating alliances, teaming agreements, reseller and subcontracting agreements
AWS certifications or cloud related credentials
5 years of Technology Sales experience
Auckland
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