Job Description

Organization: Accenture Federal Services

Location: Arlington, VA

We are: 

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.

You are: 

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 Work:

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

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Qualifications

  • 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

  • Advanced Degree

  • Federal 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

  • Deal shaping

  • Business case creation

  • Solution Planning

  • Strong organizational, multi-tasking, and time-management skills

  • Ability to produce high quality and professional deliverables



What We Believe


We have an unwavering commitment to diversity with the aim that every one of our people has a full sense of belonging within our organization. As a business imperative, every person at Accenture has the responsibility to create and sustain an inclusive environment.


Inclusion and diversity are fundamental to our culture and core values. Our rich diversity makes us more innovative and more creative, which helps us better serve our clients and our communities. Read more here


Equal Employment Opportunity Statement


Accenture is an Equal Opportunity Employer. We believe that no one should be discriminated against because of their differences, such as age, disability, ethnicity, gender, gender identity and expression, religion or sexual orientation.


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.


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


For details, view a copy of the Accenture Equal Opportunity and Affirmative Action Policy Statement.


Requesting An Accommodation


Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired.


If you would like to be considered for employment opportunities with Accenture and have accommodation needs for a disability or religious observance, please call us toll free at 1 (877) 889-9009, send us an email or speak with your recruiter.


Other Employment Statements


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.


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


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


The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.

COVID-19 update:  The safety and well-being of our candidates, our people and their families continues to be a top priority. Until travel restrictions change, interviews will continue to be conducted virtually. 

Please be aware that Accenture requires all employees to be fully vaccinated as a condition of employment. Accenture will consider requests for medical or religious accommodation to this vaccination requirement during the recruiting process.

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