Ecosystem Resale Enablement Sr Analyst for APSSI

Directly supports our Ecosystem Sales Director in relation to our 3rd party solution (software/hardware/cloud platform/services) resale businesses for the Singapore and wider SEA region. This includes working effectively with third party vendors (Product Vendors/Distributors), facilitating the delivery of our resale capabilities/benefits in support of our client needs with our internal account teams, solution teams, legal teams, operation teams and finance teams.

Key Responsibilities:

Vendor-Focused Knowledge and Relationships:

• Partner Programs – Become an expert in the resale programs for Product Vendors through knowledge of the Vendors’ partner programs such as Accenture discount levels, deals registration with vendors/distributors etc.
• Deal Champion – Participate in or facilitate discussions and flow of information between Product Vendors, Distributors, Alliance Sales and the Pre-Sales Technical Architects, the Client Engagement team, or the client as necessary.
• Communication – Work with Product Vendors/Distributors to create quotes and own the process to obtain the best available pricing and other resell terms; Leverage the opportunity to interact and build and manage deep Vendor/Distributor relationships.
• Creating and building mutually beneficial relationships with existing and new Product Vendors/ Distributors making sure that they understand how Resale works at Accenture and help in the success of Resale opportunities.

Client-Focused Activities:

• Proactively manage the: 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 and terms required for Product Vendors/Distributors to quote.
• Generate Client Quote from Vendor Quote using appropriate pricing strategies in coordination with Ecosystem Sales Support.
• Support process to get Purchase Orders approved with client signature on Quotes.
• Coordinate submission of Vendor Order.
• Support final invoicing activities required to get payment from clients.
• Support RFX responses by sourcing vendor specific credentials and pocket stories from our global Ecosystem community.
• Bid management and tracking critical dates for RFX responses related to resale of 3rd party vendors involved.
• Advocate for the Ecosystem Team internally to the Accenture practice by promoting awareness and understanding of the Resale business.
• Experience and Innovation – Develop deep understanding of the Resell business process and engagement models. Being able to articulate the process, models and alternatives to Clients and Client Teams.
• Execution Excellence – Deliver Client superior service around order management for resale transactions and understand the impact on financials for internal client teams.
• Account Management – Where requested, provide customized information, reports, or other forms of support; Leverage account experience and knowledge to build and manage deep relationships with client teams and internal stakeholders.
• Perform analysis of our Accenture Professional Services pipeline to uncover potential resale opportunities.

Maintenance Renewal Resale Business:

• Being the primary owner for all renewal resale business in SEA. Be responsible to ensure renewal continuity with our existing installed base.
• 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.
• Actively seek upsell opportunities on any renewal activities

Resale Services & Operations:

• Working very closely with Legal, Finance, Client, and the Vendors/Distributors in facilitating the setup of all related legal and contractual agreements.
• Take inputs from Solution Architects and/or Clients for field and operational Resale services for Quote creation. Ecosystem Sales Director and relevant stakeholders
• Manage the weekly deal pipeline reporting with Ecosystem Sourcing Support (ESS) and chair the pipeline review meeting with tracking and management of deals, under the leadership of the Ecosystem Sales Director.
• Ensuring day-to-day update and upkeep of all resale documentations/guidelines record in central repository.
• Acts as central hub for team and coordinates operations and processes engaging with our ESS team throughout the resale lifecycle
• Identify and implement opportunities for automating and improving existing operational processes.

About the Hiring Entity:

This role is offered under Accenture Philippines Software and Solutions, Inc. (APSSI) a legally distinct, wholly owned subsidiary of Accenture, Inc. While APSSI operates in alignment with Accenture’s global standards, employment will be directly under APSSI. All employment-related obligations -including compensation, benefits, performance management, and other terms - will be administered exclusively by APSSI in accordance with applicable labor laws and internal policies.

APSSI is a dedicated software and services delivery company that supports the strategic objectives of Accenture, Inc. contributing to innovation, execution, and delivery excellence for global clients.

This job posting is for a role under APSSI. By applying, candidates acknowledge and accept that their employment, if offered, will be governed by the policies and conditions of APSSI and not directly by Accenture, Inc.

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