Job Description

Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions – underpinned by the world’s largest delivery network – Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. With approximately 425,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com.

Role Description:

The 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.

 

The AIP 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:

Front-end: 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.

 

Key stakeholders for this role include the following:

AIP Partners (i.e. the ~50 third party companies AIP partners with)

Global AIP 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)

E&V Leadership

EP&S – focusing on operational enablement, operational management, contract management, and contracting support for back-end partners.

Procurement+ - focusing on contracting

Legal – legal support for contracting and partner operations contractual issues

E&V 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 plan.

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 needed.

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 mitigate.

Coordinate with Sales and facilitate new product awareness sessions as partners are onboarded.

 

Existing partners:

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 as needed.

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 promptly.

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 (future item).



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Qualifications

Education:    

§  Bachelor’s Degree or equivalent work experience (12 years) or an Associate's Degree with 6 years of experience 

Work Experience:      

§    Minimum 10+ years experience in alliances, partner management, supplier management or related domains

  • Minimum 7+ years of experience with complex deal structuring preferred (including business, finance, and legal issues)
  • Minimum 7+ years of experience managing suppliers or partners supporting go-to-market offerings

     Nice to have skills:

§   Ability to lead “Front office” Partner Relationship Management activities

§   Management of consumption-based IT/Software agreements

§   Lead negotiations on partner agreements and escalated issues as well as with internal stakeholders.

§   Ability to negotiate complex business terms with third parties as well as with key internal Accenture stakeholders

§   Ability to communicate effectively 1:1, with partners, to small groups, and across internal teams.

§   Project and Program Management of ~20 resources within a matrixed organization

§   Facilitation of cross-organizations continuous improvement programs

§   Legal T&C/Contract Mgmt savvy.  Ability to effectively work with and contribute to the development of legal documents

§   Analytics/Big Data/IoT knowledge and/or curiosity/interest to dig in and learn about these domains

§   Issue identification, escalation and resolution

§   Ability to effectively interface with multiple geographies and cultures at all levels of the organization

§   Organizational skills and attention to detail with the ability to summarize and distill key points for executive audiences

§   Must be able to operate in an environment with highly sensitive and confidential documents 

§   Ability to work remotely

 

Work Requirements:  

§  Occasional travel may be required.


Professional Skill Requirements

Proven success in contributing to a team-oriented environment.

Proven ability to work creatively and analytically in a problem-solving environment.

Excellent leadership, communication (written and oral) and interpersonal skill

Ability to meet travel requirements, when applicable

All of our consulting professionals receive comprehensive training covering business acumen, technical and professional skills development. You'll also have opportunities to hone your functional skills and expertise in an area of specialization. We offer a variety of formal and informal training programs at every level to help you acquire and build specialized skills faster. Learning takes place both on the job and through formal training conducted online, in the classroom, or in collaboration with teammates. The sheer variety of work we do, and the experience it offers, provide an unbeatable platform from which to build a career.

 

Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Accenture. 

 

Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.

 

Accenture is an EEO and Affirmative Action Employer of Females/Minorities/Veterans/Individuals with Disabilities.

 

Equal Employment Opportunity

All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.

 

Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.

 

Accenture is committed to providing veteran employment opportunities to our service men and women. 

All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.

Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.

Accenture is committed to providing veteran employment opportunities to our service men and women.

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