Organization: Accenture Federal Services
Location: Arlington, VA
One of the fastest-growing lines of business within Accenture Federal Services is the Digital Platforms practice. Supported by nearly 1,000 Accenture people that are aligned to the federal government low-code application development platform revolution, and tens of thousands of practitioners around the globe, the Digital Platforms practice brings together dedicated professionals with expertise in transformational workflow and platform delivery, solution architecture, marketing, sales, and business development across the entire Federal landscape. The Digital Platforms practice brings tailored, federal-specific solutions designed to deliver tangible, positive outcomes for government, at scale.
A new kind of seller to help lead a shift in the way we bring services to market. Join a first-of-its-kind sales team at Accenture geared towards innovating the way we align major platform partner services with the right client audience.
As a Digital Platforms Market Development Manager executive within the Digital Platforms practice, you will be focused on identifying and qualifying new services opportunities by working in lockstep with peers at Salesforce, Pega, Appian and ServiceNow and collaborating with corresponding Accenture account teams and clients. In addition to originating new Digital Platforms 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 with Salesforce, Pega, Appian and/or ServiceNow directly and developing relationships inside our business, adept at developing go-to-market plans, navigating strategic conversations, managing multiple stakeholders, and growing sales pipeline. You will be part of a broader growth and strategy team of sales professionals and supported by the broader Digital Platforms practice.
The Accenture Digital Platforms Market Development Executive works with key Accenture and Salesforce, Pega, Appian and/or ServiceNow stakeholders and clients to promote based plays and offerings. This role will drive Market Development initiatives, execute sales enablement activities to force multiply your selling efforts by utilizing your peers at Salesforce, Pega, Appian and/or ServiceNow, 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.
This individual should understand cloud technologies and modern technology trends - from AI, Analytics and IoT, to RPA - with a focus on low code application development platform 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 Salesforce, Pega, Appian and/or ServiceNow, Accenture account teams, and our clients to introduce new and innovative ways to utilize platforms and getting out in front of strategic deals before they are commonly known in industry. You will develop strong long-term relationships to ensure that platform deals are well-supported from both a Sales and Solutions Architecture perspective.
Working with colleagues within the Digital Platforms practice, this individual will drive revenue growth and support implementation success by utilizing all the platform enablement capabilities including sales enablement (battlecards, Stage 0, presentations, innovation programs, and training)
Sales Origination: Conduct sales origination activities, including the execution of joint account planning sessions between Accenture and Salesforce, Pega, Appian and/or ServiceNow partners to identify new opportunity areas. Execute on 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 qualified pipeline.
Relationship Management: Establish and cultivate Salesforce and Accenture executive and field sales level relationships to align teams and grow market share of Accenture’s Salesforce, Pega, Appian and/or ServiceNow collaborative business (co-sell), as well as to bring Accenture’s Salesforce strategy effectively to the field.
Scaling Existing Install Base: Collaborate with Salesforce, our account teams, and our clients to take existing installations of Salesforce, Pega, Appian and/or ServiceNow, 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
Bachelor’s Degree or 5+ years of industry experience
Experience with large-scale IT
Experience sales/sales support/pre-sales-architecture
Sales & pipeline management experience
Vendor relationship management
Requires 25% travel (Based on business need)
Bonus points if:
10+ years of experience
Experience selling large consulting services and/or proven track record in a solution selling environment
Proposal development & content creation Salesforce, Pega, Appian and/or ServiceNow experience and knowledge across product lines
Existing relationships with Salesforce, Pega, Appian and/or ServiceNow sales team
Existing relationships within the Salesforce, Pega, Appian and/or ServiceNow 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
Digital Platforms certifications or accreditations
Self-starter who knows to create a qualified opportunity (not just searching GovWin)
Polished and dynamic presenter, strong communication skills (both written and oral)
Partner management experience
Value proposition development
Business case creation
Strong organizational, multi-tasking, and time-management skills
Ability to produce high quality and professional deliverables
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