Job Description

Job Title: Technical Market Development Senior Manager (Technical Pre-sales Architect)

Job Location: CA (Multiple West Coast Locations) 

Travel: 50%

Sponsorship: None 


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 http://www.accenture.com/.

 

People in our Client Delivery & Operations career track drive delivery and capability excellence through the design, development and/or delivery of a solution, service, capability or offering. They grow into delivery-focused roles, and can progress within their current role, laterally or upward.

 

Cloud professionals advise, facilitate and implement our clients’ journey to the cloud. They also included in cloud advisory, migration and implementation and managed services roles focused on infrastructure transformation and infrastructure managed services.

 
Job Description

Cloud Computing professionals provide skills and experience related to cloud computing, applying a business and technology model for delivering and acquiring IT services in a utility-like fashion.

Cloud-Agile Infrastructure professionals apply cloud based infrastructure technology.

A professional at this position level within Accenture has the following responsibilities:
Provides solutions to complex business problems for area(s) of responsibility where analysis of situations requires an in depth knowledge of organizational objectives.
Involved in setting strategic direction to establish near term goals for area of responsibility.
Interacts with senior management levels at a client and/or within Accenture, which involves negotiating or influencing on significant matters.
Has latitude in decision-making and determining objectives and approaches to critical assignments.
Decisions have a lasting impact on area of responsibility with the potential to impact outside area of responsibility.
Manages large teams and/or work efforts (if in an individual contributor role) at a client or within Accenture.

 
 

As part of the Accenture AWS Business Group (AABG), the AABG US West Health & Public Sector (H&PS) Market Development Senior Manager is responsible for growing and managing the AWS partner sales, revenue, and customer satisfaction with H&PS clients and client teams in the Western US Region. This is a strategic role with future growth potential outside of the Western Region.

 

In this role, you will be responsible for working closely with H&PS client teams to bring the best of Accenture and AWS to Accenture clients.  You will work with AWS and Accenture AABG team members to promote AWS-based plays and offerings to H&PS clients and client teams. This role will be responsible for strategic growth, driving innovation engagements, proactive proposals, account teaming plans and regional executive alignment at specific clients. Driving a well-defined, multi-faceted innovation agenda will be a key success factor in this role. 

 

This role drives the AABG market development initiatives, and executes AWS-based sales enablement activities, while growing and managing new pipeline. This position works at the intersection of the Accenture and AWS client account teams, the AABG teams and the client, building credibility with key stakeholders by directly supporting client sales teams to drive AWS-based cloud services.    The role is focused on state government.

 

This individual should understand cloud technologies - from migration and infrastructure through AI, Analytics and IoT - with a particular focus on AWS services. The individual should have experience in sales enablement and stakeholder management. Expectations are for this individual to lead tactical and strategic initiatives by coordinating with other ACN, AWS, and AABG personnel, and developing strong long-term relationships.  A primary goal is to ensure that AWS deals are well-supported from both a sales and solutions architecture perspective.

 

Working with AABG colleagues, this individual will drive revenue growth and support implementation success by utilizing all of the AABG enablement capabilities including sales enablement (battlecards, Stage 0, presentations), innovation programs (LaunchPad, COE’s, POC’s), training, certification and funding programs.  This role will work with senior leadership across the region to promote AWS solutions and grow Accenture’s AWS cloud-based business programmatically. 

 
Base Responsibilities
  • Own performance for the AABG H&PS US West Region associated with sales, revenue, training and engagement metrics for the AWS relationship.
  • Represent and evangelize the end-to-end AWS/AABG story to your H&PS client teams, and in select cases, with clients directly (More sales than technical).
  • Drive early stage lead generation & pipeline development
  • Provide account alignment and opportunity oversight as deals move through the sales stages
  • Drive client specific executive alignment between AWS and Accenture leadership
  • Build innovation strategies and workshops to educate the client and client teams about new trends and opportunities
  • Manage sales cascade (DTE, CSG, CEL, SDD’s, J2C, Digital, AWS PDM’s, AWS PSM’s) and relevant pipeline reporting
  • Orchestrate account teaming planning & innovation sessions
  • Drive regional and client-team centric H&PS training initiatives
  • Event coordination and lead management



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Qualifications

Basic Qualifications:
  • Minimum of 4 years of large-scale IT experience
  • Minimum of 4 years sales/sales support/pre-sales-architecture experience
  • Minimum of 2 years of experience working with Amazon Web Services (AWS) or employed with Global System Integrator (GSI)
Training
 

Candidate must have completed the following training:

  • AWS Business Essentials
  • AWS Cloud Practitioner (Preferred)
 
Required Skills:
  • Knowledge of cloud and next gen cloud solutions and services
  • Knowledge/experience in AWS-based cloud solutions
  • Sales & sales pipeline management experience
  • Partner management experience
  • Value proposition development
  • Deal shaping
  • Strong presentation, communication (written and oral), and interpersonal skills
  • Strong organizational, multi-tasking, and time-management skills
  • Ability to produce high quality, professional deliverables including proposal, website and marketing content
  • Large account management experience
 
 
Preferred Skills:
  • State or Federal Government experience
  • Experience working in legacy Oracle environments
  • Vendor relationship management
  • Business case creation
  • Solution planning
 
 

Professional Skill Requirements

Proven ability to build, manage and foster a team-oriented environment Proven ability to work creatively and analytically in a problem-solving environment Desire to work in an information systems environment Excellent communication (written and oral) and interpersonal skills Excellent leadership and management skills

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 a federal contractor and 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.

 
 

Locations

CA - El Segundo,CA - Los Angeles,CA - Oakland,CA - Palo Alto,CA - Sacramento,CA - San Diego,CA - San Francisco,CA - San Jose

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.

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

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