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Market Development Associate Director

Auckland Job No. r00209379 Full-time

Job Description

A new kind of "seller" to help lead a shift in the way we bring services to market.

As a Market Development Director (MDD) within the ANZ Microsoft Business Group (AMBG) practice, you will be focused on identifying and qualifying new services opportunities by working in lockstep with peers and collaborating with corresponding Accenture account teams and clients. In addition to originating a new AMBG pipeline, you will be deployed to strategic accounts where we have an existing footprint to help our account team and the customer understand how best to scale their investment to drive new innovative outcomes and additional return on investment.

 

To be successful in this role, you will need to be an expert at managing relationships directly and

developing relationships inside our business, adept at developing go-to-market plans, navigating

strategic conversations, managing multiple stakeholders, and growing the sales pipeline. You will be part of a broader growth and strategy team of sales professionals and supported by the broader AMBG practice.

 

The Accenture Market Development Director works with key Accenture stakeholders and clients to promote based plays and offerings. You will drive Market Development initiatives, execute sales enablement activities to force multiply your selling efforts by utilizing your peers and manage & grow pipeline. In this role, you are responsible for building credibility with key internal and external clients by directly supporting client sales teams to drive consulting services.

 

You must have a good understanding of cloud technologies, modern technology trends and new operating models. You will leverage your experience in sales enablement and stakeholder management. Expectations are for this individual to lead tactical and strategic initiatives by

coordinating Accenture account teams, and our clients to introduce new and innovative ways to utilize Microsoft Azure and getting out in front of strategic deals before they are commonly known in the industry. You will develop strong long-term relationships to ensure that Microsoft deals are well supported from both a Sales and Solutions Architecture perspective.

WHO WE ARE:

 

Accenture is a global professional services company with leading capabilities in digital, cloud and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Technology and Operations services and Accenture Song — all powered by the world’s largest network of Advanced Technology and Intelligent Operations centers. Our 721,000 people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners and communities. Find out more about us at www.accenture.com.

THE WORK:

 

Working with colleagues within the AMBG practice, this individual will drive revenue growth and

support implementation success by utilizing all the Azure enablement capabilities including:

 

Sales Enablement: development of battle cards, Stage 0, presentations, innovation programs, and training.

 

Sales Origination: Conduct sales origination activities, including the execution of joint account planning sessions between Accenture partners to identify new opportunity areas. Execute these opportunities alongside sales origination and sales capture teams. Facilitate and execute demand generation activities – internal and joint enablement sessions, briefings, and events to develop a

qualified pipeline. Helping drive Microsoft Partner enablement of joint AMBG capability across NZ.  Bring together all of Accenture seamlessly (S&C + Interactive + Tech.) through sales origination activities working alongside the client group teams.

 

Relationship Management: Establish and cultivate Accenture director and field sales level relationships to align teams and grow market share of Accenture’s collaborative business (co-sell), as well as to bring Accenture’s AMBG strategy effectively to the field. Working deeply with Microsoft Account teams on strategic engagements.

 

Scaling Existing Install Base: Collaborate with our account teams, and our clients to take existing installations of AMBG, and scale the use of the platform through new innovative offerings and by

extending the platform’s reach to an enterprise level.

 

Pipeline Tracking & Reporting: Rigorously documenting work within our core CRM System and

ensuring we are working closely with our Microsoft Partner teams tracking our performance in the Microsoft CRM systems. Supporting business quarterly meetings with plans to drive to targets and current sales performance.

 

Partner Relationships: Position Accenture as the preferred SI partner & track partner influenced.

revenue.

 

EXECUTE THE OFFERING ACTIVATION STRATEGY

  • Customize the offering activation strategy related to specific Alliance Partners platforms or offerings in NZ leveraging AMBG Global Assets.

  • Build market intelligence to understand the right timing for an offering, confirming early strategic alignment between Accenture and the Partner

  • Agree on target accounts for joint offerings with key Accenture stakeholders such as Practice Leads, CG Leads

  • Develop stakeholder map for NZ and align field engagement

 

DEVELOP FIELD ENGAGEMENT

  • Establish teaming relationship with Microsoft Alliance Partners client account managers and sales teams.

  • Leverage strong relationship with Alliance Partner to: › define the joint go-to market strategies.

  • Collaborate on client insights that help position our joint solutions and joint win themes.

  • Identify accounts to approach jointly to increase joint wins.

  • Find the right way to “partner” in a client account early based on mutual and separate agendas.

  • Manage relationships with the Alliance Partner sales team throughout the entire sales cycle.

 

GENERATE SALES LEADS TO ORIGINATE NEW PIPELINE & QUALIFY INTO STAGE 1

  • Create awareness of catalogue of joint-offerings with Microsoft Alliance Partner by hosting and participating in industry events & webinars.

  • Collaborate with the Alliance Partner to jointly generate the list of accounts to take joint-offerings to Generate sales leads through a variety of mechanisms such as:

o   data analytics

o   conducting joint Accenture-Alliance Partner demand review or account planning sessions.

o   conducting Client account sessions

o   Facilitating discovery sessions with Client to understand the client’s Situation, Pain,

o   Impact, Critical Events, Decision Process/makers

  • Bring strong knowledge of offerings into partner, client team, and client discussions.

  • Leverage enablement materials on offerings, adjusting as needed to fit a particular client’s situation.

  • Qualify opportunities to Stage 1 and develop with Sales Capture Lead through to Stage 2B.

 

PARTNER COMMERCIAL MANAGEMENT ACROSS SALES LIFECYCLE

  • Support differentiation for Accenture and negotiation with client on commercials including commercial structure and licensing constructs including licensing discounts and optimal pricing, working with the Accenture Legal team.

  • Understand agreements in place with Alliance Partners and establish intent to resell/buy on behalf as part of an opportunity and coordinate resell with Ecosystems Sourcing Sales Leads or Delivery Leads (buys license on behalf of the client, and manages the license on behalf of the client, throughout the deal)

 

SUPPORT ADVANCEMENT OF OPPORTUNITY T0 AND BEYOND STAGE 1

  • Assemble the right team to support the proposal efforts including sales capture, resale sales directors, partner account manager, and solution experts from the Accenture Business Groups and/or Practice.

  • When necessary, support win strategy development, including win themes uniquely enabled by our partner and/or offering.

  • When necessary, support the shaping of the opportunity through framework structuring, addressing questions coming from New Business Meetings (NBM) and working with internal stakeholders to align and solution.

  • Educate clients to gain a deeper understanding of the Alliance Partner and our relationship with the partner throughout the sales lifecycle. Participate in orals and product selection focusing on the Alliance Partner strategy and the differentiation of the offering. Highlight the unique benefits of coupling the offering with Accenture’s services.

  • Collaborate with Alliance Partner to define integrated delivery models, including RACI and support agreements, that ensure the optimal outcome for the client. Provide direction to Accenture client account team on delivery construct with the Alliance Partner.

  • Advocate/liaise with the Alliance Partner on behalf of client, supporting escalations and securing Alliance Partner funding investments for the client

Qualifications

HERE'S WHAT YOU’LL NEED: ​      

Key Skills

  • Bachelor’s Degree or 10+ years of industry experience

  • Professional level certification with a hyperscaler eg. Azure.

  • Experience with enterprise IT services sales, delivery, or operations.

  • Experience sales/sales support/pre-sales-architecture.

  • Sales & pipeline management experience

  • Vendor relationship management

  • Experience building products and services for next generation IT.

Desirable Skills & Experience:

  • Public experience

  • Experience selling large consulting services and/or proven track record in a solution selling environment.

  • Proposal development & content creation experience and knowledge across product lines

  • Existing relationships within the technology and services partner ecosystem

  • Experience working with partners and cross-functional teams to develop business opportunities.

  • Experience sourcing multimillion-dollar sales opportunities in software or services.

  • A polished and dynamic presenter, strong communication skills (both written and oral)

  • Partner management experience, Value proposition development, Deal shaping, Business case creation, and Solution Planning

  • Self-starter who knows to create a qualified opportunity, Ability to produce high quality and professional deliverables.

  • Strong organizational, multi-tasking, and time-management skills

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We encourage applications from all people, and we are committed to removing barriers to the recruitment process and employee lifecycle. All employment decisions shall be made without regard to age, disability status, ethnicity, gender, gender identity or expression, religion or sexual orientation and we do not tolerate discrimination. If you require adjustments to the recruitment process, or have a preferred communication method, please email exectalent@accenture.com and cite the relevant Job Number, or contact us on +64 44666056.  

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