As a Technology Resale Director you operate at the heart of Accenture’s Technology ecosystem.  You are responsible for teaming with our powerful network of ecosystem partners to shape deals around client needs and enabling clients to source products and services through Accenture as a Technology reseller or embedded solution.

Join Accenture and help transform leading organizations and communities around the world.  The sheer scale of our capabilities and client engagements and the way we collaborate operate and deliver value provides an unparalleled opportunity to grow and advance.  Choose Accenture and make delivering innovative work part of your extraordinary career.

Your team:

Technology Sales professionals drive the sales process and outcomes on a dedicated basis, growing a profitable pipeline and/or backlog of sales, through deal origination, sales negotiations, and closure. 

We are originating and closing sales opportunities around key Accenture offerings (Data & AI, Generative AI, Cloud Services, Security, testing, intelligent operations, digital adoption, infrastructure, modern workplace, network, digital experience monitoring, etc.).

We progress by deepening sales origination and close skills, growing into a more complex sales role, laterally and upward.

We are involved in multiple activities like creation of origination campaigns with clients, grow quality pipeline, develop services solutions linked to partners’ technologies, shape deals with both clients and partners, win profitable deals and manage associated sales activities with the objective of creating benefits for Clients.

What you will do:

Client facing Sales activities:

• Go-to-Market / Sales attitude going to client to originate sales opportunities and generate a strong sales pipeline

• Help Accenture sales leadership to develop growth strategies, build and roll out account plans

• Lead client facing sales pursuit efforts interacting with IT and Client Business senior executives, negotiating commercials with procurement and contracts with legal

Develop Key Relationships:

• Network with Accenture leadership, Client Groups and Service lines to promote Tech Resale offerings

• Develop and maintain trusted relationships with Clients’ procurement organization and C and C-1 level in both IT and business client organizations

• Engage with the ecosystem of partners such as SAP, Oracle, Microsoft, AWS, Adobe, IBM, Data & AI, Security players and others in order to develop and execute joint go-to-market strategies

• Represent the Tech Resale organization within your geography, client group, and/or accounts acting as a conduit for ecosystem information and relationships to support Accenture’s growth and innovation at our clients

Sales Pursuit and Closure:

• Define win and teaming strategies consistent with client power map

• Drive work with operational teams (Sales Enablers, Solutions Architects, Subject Matter Experts) to develop technical and sales proposals with compelling commercial deal constructs

• Negotiate commercial and contracting conditions with Partners

• Provide post sale support and account management to ensure high client satisfaction

Territory Management:

• Understand Accenture’s client team activities to identify and qualify potential Technology Resale opportunities

• Perform networking and prospecting activities with clients, client teams, and partners to identify potential opportunities

• Understand client buying processes, patterns and behaviors for target clients

• Grow sales pipeline, provide sales forecasting and commitments accurately

In country travel may be required for this role.

Priority Skills

Core:

• You need to be creative and proactive for solving client problems and complex business issues by bringing ideas to combine Partners software and cloud solutions with Accenture services

• You need to have excellent communication skills in order to interact with senior management levels at a Client, Partners and within Accenture which involves presenting, negotiating or influencing on significant matters

What You Need also:

• Minimum 5 years of experience in Technology Sales / Resale roles

• Minimum of 2 years experience exceeding targets, preferably in value greater between $10m and $20m

• An experience in a Consulting firm and / or in Global System Integrator (GSI) company

• Bachelor's degree

• Excellent command of English and Dutch

• Team player

Bonus points if you:

• Already have strong relationships with hyperscalers

• Already deep understanding of Cloud offerings (AWS, Azure, GCP, funding, etc)

• Understand the Client’s technology agenda and priorities

Professional Qualifications:

• Proven sales leadership in originating and closing Technology (Software, SaaS, Cloud Services, Hardware) opportunities

• Client facing (from deal qualification through close) with ability to interface and negotiate with technology and business executives

• Proven ability to earn credibility

• Ability to navigate through a large, complex internal organization to get things done

• High energy level, sense of urgency, decisiveness and ability to work well under pressure

• Strong facilitation and communication skills - both written and verbal

• Team player of unquestionable integrity, credibility and character

Our offer

Accenture is an incredible place to work - and keep learning. By joining us, you’ll become part of a global company with a world-class brand and reputation.  Besides the work we do for our clients, we’re really proud of our vibrant, diverse workplace culture: we believe in openness and honesty, fairness and equality, common sense and realism.

We want to get to know the real you and help you explore and grow - whatever it is you're great at. So you will always have lots of learning opportunities (formal and informal) to improve your role-specific skills and expertise.

Besides our high-profile, challenging projects and our nurturing work environment, we offer excellent employee benefits.

About Accenture

Accenture is a leading global professional services company that helps the world’s leading organizations build their digital core, optimize their operations, accelerate revenue growth and enhance services—creating tangible value at speed and scale. We are a talent- and innovation-led company with 774,000 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. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, 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 

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