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Applied Intelligence Platform (AIP) Partner Program Senior Manager will provide
leadership and support for the AIP Partner Management processes globally. AIP is Accenture’s cloud based,
managed services offering that leverages multiple leading and emerging third-party
partner capabilities to offer a on-demand, low cap-ex solution to help our clients
leverage AI to drive growth and efficiencies and unlock new insights, business
models and experiences.
The AIP Partner
Management processes include: stakeholder management, business requirements gathering, partner
relationship management, sourcing, contracting, operational enablement,
operational management, contract management, and reporting.
Partner Program Senior Manager will be a centralized resource providing a
single-point-of-contact to AIP and E&V leadership to drive and continuously
improve the partner management processes, while ensuring consistency and
discipline in the processes. The
processes are primarily supported by this role, Ecosystem Products and Services
(EP&S), Procurement+ (P+), and Legal.
This role will need to effectively collaborate and coordinate across
those teams while also leveraging any broader Partnership relationships led by
E&V Partner Development Directors.
The key business outcomes driven
by this role include high partner engagement levels, strong partner performance
and support, reduced partner escalations requiring AIP leadership involvement,
partners being onboarded as planned within AIP platform releases, and high E&V
PDD engagement levels.
Note: AIP partners are broadly categorized as “front-end”
or “back-end” partners as described below:
clients may interact with the partners’ products and alternative choices to
partner products in the AIP stack as it typically exists. Product usage is confirmed during sales and
solutioning efforts. Product has a
consumption based commercial model.
Back-end: partners product is part of the standard AIP
infrastructure, products are usually in the background where clients usually
don’t directly interact with them. Typically, there are no alternative
choices. Product would typically have a
AIP wide enterprise type of license.
stakeholders for this role include the following:
Partners (i.e. the ~50 third party companies AIP partners with)
Leadership (General Manager, CIO, Product Management/Engineering, Operations,
Sales, Legal, and Marketing) – ensuring Partner Management aligned with overall
AIP objectives and delivering on its remit, escalation support, and partner executive
discussions (as needed)
– focusing on operational enablement, operational management, contract
management, and contracting support for back-end partners.
- focusing on contracting
Legal – legal
support for contracting and partner operations contractual issues
Partnership Development Directors – focus on escalation support, greater
Accenture wide leverage in partner discussions, and receiving the AIP partner contributions
to sales, CCI, etc.
Key AIP Partner Program Senior Manager Responsibilities:
Accountable for execution of the
overall set of partner management processes (including EP&S and Procurement+
activities) including: stakeholder
management, business requirements gathering, partner relationship management,
contracting, operational enablement, operational management, contract
management, and reporting.
Maintain and continuously enhance
the overall Partner Management operational model, collaborating with the
stakeholders, based on program results and AIP business input. Key deliverables to maintain and enhance
include the program RACI and High-Level Entity Relationship model.
Maintain relationships with AIP
and E&V Leadership - solicit input on stop/start/continue as input into
continuous improvement activities.
Lead collaboration with EP&S
and Procurement+ to agree on priorities for updates to the operating model
based on input. Own the overall program
Collaborate with EP&S and Procurement+
to align the detailed operating models (checklists, playbooks, etc.) with the
overall model. The detailed operating
models are owned by EP&S and Procurement+ respectively based on the RACI.
For new “front-end” partners:
Help represent AIP business
requirements to Procurement+, clarify requirements with the AIP business as
Be the face of AIP to partners from
kickoff through negotiations (explaining AIP, its value prop, and the
win-win-win model strived for).
Co-pilot commercial negotiations
with Procurement+ (Procurement+ leads)
Bring in AIP leadership (as
needed) to support partner questions and engagement levels (e.g. CTO to explain the strategy, Product
Management to explain the roadmap).
For potential new partners, coordinate
with the AIP SteerCo/TARB (Technology Architecture Review Board) process. When capacity/schedule challenges arise, work
with AIP leadership and the rest of the partner management team on how best to
Coordinate with Sales and
facilitate new product awareness sessions as partners are onboarded.
Own and drive closure for partner
related escalated issues. Coordinate
activities between EP&S/Procurement+/Support/AIP business as needed and the
partner. (e.g. partners questioning the
revenues, service issues, pricing challenges).
Raise points for management attention or action to AIP Leadership
promptly and help drive to closure.
Help represent new Business
requirements to Procurement+, clarify requirements with the AIP business leads
Collaborate with Procurement+ and
EP&S on who leads negotiations with the partners based on the new
requirements. Lead negotiations when
needed and support driving any amendments to closure.
Participate in business and operational
partner reviews. Play lead role in
business reviews, play supporting role in operational reviews. Participate in partner led roadmap sessions.
Support ad-hoc requests from AIP
Leadership related to partner management.
Coordinate activities with the team (as needed) to close out requests
Lead facilitation of bi-weekly
partner management status reporting.
Coordinate receiving operational updates from EP&S, contracting
updates from both Procurement+ and EP&S, and prepare overall status
report. Send status reports twice monthly
and facilitate twice monthly status meetings with AIP leadership.
Lead coordination activities with
E&V, including the following:
PDD optional involvement in
Operational and Roadmap reviews
Distribution to PDD’s AIP related
fee’s to partners
PDD insertion into partner
escalation paths and enablement on partners roles in AIP
As needed, facilitating resale vs.
AIP buy-from discussions with the PDD’s.
Collaborating with PDD’s on AIP
partner engagement level challenges and initiatives to improve
Conduct Regular checkpoints with
PDD's, in addition to escalations
Distribution of partner AIP sales
and revenue contributions to PDD’s for inclusion in PDD macro level reporting