Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent and innovation led company with 738,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Accenture Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients succeed and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

Visit us at www.accenture.com.

One of the strategic priorities for Accenture is to become a Cloud First AI-Driven Company. We aspire to respond to our clients’ needs by helping them accelerate their Cloud Data and AI transformation. To achieve this, we are creating a dedicated Market Development Director (MDD) role to drive the Databricks partnership within the broader Data & AI strategy for ANZ.

This is a Market Unit level role with a mandate to drive aggressive origination and strategic sales of Databricks, focusing on our most strategic clients.

Role Responsibilities: As the MDD for Databricks, you will be responsible for:

• Making Accenture the #1 Global Systems Integration (GSI) partner for Databricks in ANZ by building an exemplary partner relationship
• Sales origination for Databricks-related opportunities with a primary focus on achieving sales targets and generating services revenue
• Sales support to execute and convert Databricks opportunities into sales and revenue
• Develop and execute the Data & AI Business Plan for Databricks collaborating with and bringing together Client Groups, Strategy & Consulting, Technology, Operations and Song

Leadership experience and skills

Minimum of 5-10 years client/market experience building partner relationships and originating sales with Cloud based Data and AI solutions and platforms, including demonstrated experience selling Databricks.  A track record of successful, new business generation and sales closure based on Data and AI platform and product sales. Candidates will currently be in market development positions within:

• leading technology professional services, or Cloud platforms organizations
• Global technology services firm or niche mid-scale Cloud engineering/delivery firm

Demonstrated Cloud Data Platforms Sales Experience: Has personally driven 3-5 Data and AI platform-led sales within their organization or a client’s organization involving extensive cloud data modernization, advanced analytics, AI and has achieved targets. Able to clearly articulate the business value of Databricks and Data/AI-led transformation.

Deep understanding of Cloud data platforms and industry trends: Breadth and depth of industry trends across the key Cloud data technologies, especially comparative knowledge across Databricks, Databricks, Azure, AWS and Google Cloud. Solid POV on how the industry is evolving and the role of Databricks in the Industry.

Clear understanding of Business and Technology strategy for Cloud data platforms

Deep understanding of the dynamics in technology organization/the CIO/CDO/CDAO domain and the business/Line of Business areas served.

Educational pedigree.

Bachelor’s degree from a top-tier university is required; advanced degree, such as an M.B.A., is preferred. Certifications across Databricks, Databricks, AWS, MSFT and GCP advised. Broader Computer Science and Cloud/Data certifications and academic experience will also strengthen candidacy.

CRITICAL LEADERSHIP CAPABILITIES

Building Alliance Partnerships

• Builds exemplary relationships with strategic technology partners
• Lead alliance activities with our partners and ensuring Accenture is top of mind for Databricks – represent Accenture at all levels of partner engagement
• Run and manage Quarterly Business Reviews (QBR) and Executive connects
• Create and maintain partner cadences at all levels
• Use the partner network to originate
• Create thought leadership, campaigns and go-to-market material to stay ahead of competitors and maintain a market-leading Accenture-Databricks profile in the ANZ market

Building Pipeline

• Use an established, structured mechanism with our partners and within Accenture to generate new business and open up new opportunities that have substance and impact
• Strategic origination at the executive level rather than ad hoc opportunities
• Regular meetings with Databricks Account Executives and partner leads
• New business development tracked in the sales system (MMS)

Support Data and AI Strategy

• Support Data and AI Leads in definition of the Databricks strategy, including industry and functional focus areas, industry/Client Group planning and then lead execution of the plan aligned to origination focus
• Sales tracking, leadership and reporting for Databricks
• Escalation and leadership across GTM areas in relation to Databricks
• Lead alignment with partner to support strategy – joint events, case studies, VTO, internal marketing

Practice Enablement

• Support Data and AI Leads in developing in-depth awareness, skills, training and certifications in Databricks across the Data and AI practice
• Definition, creation and execution of Databricks enablement campaigns and incentives

Sales and Business Development

• Support key deals in an active business development capacity to support or lead a deal – origination, RFP Support, Sales capture/bid management, partner/client meeting attendance etc.
• Sales capture activities such as bid management, client interaction and New Business Meetings (NBMs)
• Support Databricks deals though all sales stages through to closure
• Partner meeting activities on key deals including partner strategy
• Interlock with Data and AI Leads

OTHER PERSONAL CHARACTERISTICS

• Upbeat, positive, transparent, and engaging with a natural skill for building enduring relationships both internally and externally.
• Growth-oriented with an assertive and action-oriented bias, yet a team player who solicits and acts on input from others.
• A sharp, rigorous thinker who can operate successfully among very bright, progressive, and charismatic people.
• Proactive and entrepreneurial; someone who instinctively knows what needs to be done and rallies colleagues to get things accomplished.
• Desire and ambition to impact client organizations.
• High integrity and credibility as perceived by all those with whom he/she will work.

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All 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. 

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

Equal Employment Opportunity Statement for Australia: 

At Accenture, we recognise that our people are multi-dimensional, and we create a work environment where all people feel like they can bring their authentic selves to work, every day.  

Our unwavering commitment to inclusion and diversity unleashes innovation and creates a culture where everyone feels they have equal opportunity. Our range of progressive policies support flexibility in ‘where’, ‘when’ and ‘how’ our people work to ensure that Accenture is an organisation where you can strive for more, achieve great things and maintain the balance and wellbeing you need.  

We encourage applications from all people, and we are committed to removing barriers to the recruitment process and employee lifecycle. All employment decisions shall be made without regard to age, disability status, ethnicity, gender, gender identity or expression, religion or sexual orientation and we do not tolerate discrimination. If you require adjustments to the recruitment process or have a preferred communication method, please email [email protected] and cite the relevant Job Number, or contact us on +61 2 9005 5000.  

To ensure our workplace is inclusive and diverse we are setting bold goals and taking comprehensive action. To achieve these goals, we collect information that allows us to track the effectiveness of our Inclusion and Diversity programs. Learn how Accenture protects your personal data and know your rights in relation to your personal data. Read more about our Privacy Statement.  

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About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with 750,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. We are uniquely able to deliver tangible outcomes because of our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song. These capabilities, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com

Equal Employment Opportunity Statement for Australia:

At Accenture, we recognize that our people are multi-dimensional, and we create a work environment where all people feel like they can bring their authentic selves to work, every day.

Our unwavering commitment to inclusion and diversity unleashes innovation and creates a culture where everyone feels they have equal opportunity. Our range of progressive policies support flexibility in ‘where’, ‘when’ and ‘how’ our people work to ensure that Accenture is an organisation where you can strive for more, achieve great things and maintain the balance and wellbeing you need.

We encourage applications from all people, and we are committed to removing barriers to the recruitment process and employee lifecycle. All employment decisions shall be made without regard to age, disability status, ethnicity, gender, gender identity or expression, religion or sexual orientation and we do not tolerate discrimination. If you require adjustments to the recruitment process or have a preferred communication method, please email [email protected] and cite the relevant Job Number, or contact us on +61 2 9005 5000.

To ensure our workplace is inclusive and diverse we are setting bold goals and taking comprehensive action. To achieve these goals, we collect information that allows us to track the effectiveness of our Inclusion and Diversity programs. Learn how Accenture protects your personal data and know your rights in relation to your personal data. Read more about our Privacy Statement.