We are:
A leading partner to the world’s major cloud providers, including AWS, MS, and GCP. Since the formation of Accenture Cloud First, with a $3 billion investment over three years, we continue to reinvent ourselves to deliver to our clients on the promise of technology and human ingenuity. As part of this promise, our team of more than 70,000 cloud professionals delivers a full stack of integrated cloud capabilities across data, edge, integrated infrastructure, applications, deep ecosystem skills, culture of change along with a deep industry expertise to shape, move, build and operate our clients’ businesses in the cloud. To accelerate our customers' transformation leveraging cloud, we combine world-class learning and talent development expertise; deep experience in cloud change management; and cloud-ready operating models with a commitment to responsible business by design — with security, data privacy, responsible use of artificial intelligence, sustainability, and ethics and compliance built into the fundamental changes Accenture helps companies achieve.
You are:
As the Accenture AWS Business Group (“AABG”) Technology Account Sales Capture, you are a growth-focused sales professional who has successfully created positive impact by establishing client relationships and rapor; identifying client problems; and using Amazon Web Services technology to solve them. You are an experienced business development professional with expertise in all phases of the sales cycle, including account development, opportunity identification, relationship development, qualification as well as various practical components to winning deals (e.g. competitive strategy; pricing strategy; overall win strategy) by applying strategic sales processes and technical expertise. You are deeply familiar with AWS’s offerings and stay up to date on their latest product developments. You are also intimately aware of client challenges in the Banking and Insurance sectors and or Energy, Natural Resources and Utilities sectors. Using the combination of your knowledge of AWS suite of tools and your understanding of client challenges, you will focus on origination of Cloud opportunities with AABG offerings. You will drive net new sales and lead with the value of AWS + Accenture for our clients.
You will develop primary relationships with key Accenture and AWS account personnel, most significantly client account leads (CALs and Account Executives), to identify and qualify opportunities to solve client pain points and growth objectives leveraging the latest AWS cloud-based technologies and accelerators. Additionally, you will support account personnel in building relationships with key buyers by bringing business and technical expertise to business development conversations throughout the qualification and deal progression phases. You are integrated as one Accenture with Technology, Strategy & Consulting, and Cloud Market Unit leaders to ensure the best of One Accenture is brought to our clients.
Your focus on the AWS partnership is a key objective, ensuring that the relationships with the Partner Development Manager are nurtured and a culture of trust is established. You will also grow and maintain account-level relationships with the AWS Cloud Consulting lead, Customer Engineer, Account Executive, and other team members, ensuring that we are showing up as a single, integrated team to our clients.
The responsibilities for the Primary Sales Capture Lead (PSCL) within Accenture's sales process include:
Deal qualification: Assessing whether a deal is winnable and desirable through early and consistent qualification efforts.
Proposal management: Developing and managing proposals effectively, regardless of opportunity size, while managing available Business Development funds efficiently.
Sales process compliance: Adhering to internal sales and approval processes to ensure the pursuit of suitable deals with the right cost structures.
Post-proposal resources: Utilizing resources to support activities after proposal submission, including client clarifications and negotiations.
Client-centric approach: Building and maintaining strong client relationships is crucial for winning deals and driving success. These relationships will assist you in gaining insights into client needs and ensuring accurate opportunity data for informed decision-making.
Closing strategies: Applying structured approaches to closing deals, including managing the close plan and ensuring compliance with pricing policies.
Identifying complex technology business problems/opportunities: Requiring in-depth knowledge of client buyer needs and Accenture + AWS solutions.
Creating differentiated opportunities: Based on AWS Cloud offerings and joint go-to-market plays developed through the Accenture AWS Business Group (AABG).
Interacting with senior management levels: At clients, within Accenture, and AWS to develop, align, and execute pursuit strategies, develop client contact plans and relationship maps, and apply industry-leading AABG transformation and operations strategies and practices.
Finding and developing new opportunities: Proactively through client account leads and direct client contact.
Progressing new opportunities: Rapidly qualifying and advancing deals to a Priced Proposal.
Client-facing responsibilities: Being able to travel as required to meet client needs and drive success.
What’s in it for you?
You will be part of a diverse, vibrant, global Accenture community; teams pushing the boundaries of new business capabilities and emerging technologies and services, sharing experiences and lessons learned with each other. You’ll have the chance to thrive in an environment where your ideas are valued and your voice matters.
At Accenture, you will be able to work on meaningful and innovative projects, powered by the latest technologies and industry trends.
Accenture will continually invest in your learning and growth. You'll learn from and work with Accenture’s certified practitioners, and Accenture will support you in growing your own sales skills and certifications.
You'll be closely connected to delivery teams implementing human-centric solutions to help solve complex challenges with some of the world’s largest companies.
Here’s what you need:
Minimum of 5 years of Business Development in the professional services space, with a history of closing large $10M USD + services-based deals.
Minimum of 5 years’ experience in direct sales with a quota of up to $20M+ and achieved or exceeded plan.
Minimum of 5 years of experience selling services on the AWS platform.
Minimum of 8 years Originating and Shaping complex deals for a major consulting and/or professional services organization.
Channel and Ecosystem partner management experience and ways of working.
Bachelor’s degree or completion of a college program in a related discipline.
English is required for this position as this role will regularly interact with stakeholders across Canada, US and other countries across our Global footprint where English is the common language. Due to the significant high volume of interactions with these English-speaking stakeholders, which is inherent to this position, it is not possible to reorganize the company's activities to avoid this requirement.
Bonus points if you have:
Previous experience in conceptualizing, planning, and implementing cloud migration, modernization, cloud-native development, or cloud-managed services.
Experience working within industry with our customers.
Experience with C-Level client relationship building and relationship management.
Proven ability to operate within a team-oriented environment.
Demonstrated commitment, teamwork, and collaboration in a professional setting; either military or civilian.
Ability to discuss cloud modernization, data and analytics (including generative AI), and operations “on the fly” with VP+ clients and working-level technical resources.
Previous experience working with AWS Cloud products.
High energy level, focus, and ability to work well in demanding client environments.
Excellent communication (written and oral) and interpersonal skills.
Strong leadership, problem-solving, and decision-making abilities.
Unquestionable professional integrity, credibility, and character.
Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation, based on full-time employment, for roles that may be hired as set forth below.
The recruiting efforts for this position are intended to fill a brand new position.
The base pay range shown below is intended as a guideline to reflect the majority of offers for this role.
It does not represent a maximum limit — in some cases, actual compensation may exceed the range where appropriate.
Information on benefits is here:
Role Location Annual Salary Range
British Columbia/Ontario/New Brunswick $143,950 to $193,950
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