Market development director

Market Development Director, Accenture Google Business Group

ABOUT ACCENTURE

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WE ARE:

At Accenture, we are leading partner to the world’s major cloud providers, including AWS, Azure, and Google. The formation of Accenture “Cloud First,” with a $3+ billion investment over three years, demonstrates our commitment to deliver greater value to our clients when they need it most and offers huge growth opportunities for you!


Our Cloud First group of more than 70,000 Cloud professionals delivers a full stack of integrated cloud capabilities across data, edge, integrated infrastructure and 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 Aotearoa New Zealand Accenture Google Business Group (“AGBG”) Market Development Director, you are a growth focused sales professional who has successfully created positive impact through year-on-year business expansion.

You know business development phases of a sales cycle, including account development, opportunity identification, relationship development, and qualification, applying strategic sales process and technical expertise. Your focus is on origination, development and prosecution of Cloud First opportunities with Google Cloud and Accenture Google Business Group (AGBG) offerings. You will be focused on identifying and qualifying new services opportunities by working in lockstep with peers and collaborating with corresponding Accenture account teams and clients. In addition to originating a new AGBG 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.


You develop close relationships with key Accenture and Google account personnel, including Accenture’s Client Group, to identify and qualify opportunities to solve client pain points and growth objectives, leveraging the latest Google cloud-based technologies and accelerators. Additionally, you will support the account personnel in building relationships with key buyers through bringing business and technical expertise to business development conversations.


You are integrated as “One Accenture” with the Tech, S&C, and Cloud First Market Unit leaders, to bring the best of One Accenture to our clients, and ensure that the business you are responsible for is socialised with the leaders in the market unit as well as surrounded with the winning team and win strategy.


Your focus on the heath and development of the Google partnership is a key objective, and ensuring that the relationship with the Google Partner Development Manager is nurtured and a culture of trust is established. Additionally, active engagement and relationship management and maintenance of the account level ecosystem with Google personnel to ensure successful deal flow, client satisfaction and trusted partnership is a primary responsibility.

To be successful in this role, you will need to be an expert at managing relationships directly and developing relationships inside our business, adept at developing go-to-market plans, navigating strategic conversations, managing multiple stakeholders, and growing the sales pipeline.

THE WORK:

• Identify business problems/opportunities that Google can address. This requires in-depth knowledge of client buyer needs, and Accenture+Google solutions.

• Create differentiated solutions based on Google Cloud offerings and joint go-to-market plays developed through the AGBG.

• Interact with senior management within clients, Accenture, and Google, to develop, align, and execute, pursuit strategies and apply industry-leading Cloud First AGBG transformation and operations strategies and practices.

• Prospect new opportunities proactively through (and in consultation with) nominated Client Group personnel, and direct client contact

• Pipeline Tracking & Reporting: Rigorously document work within our core CRM System and ensure we are working closely with our Google Partner teams, to tracking our activities and performance. Manage business quarterly exec meetings with Google/Accenture.

• Partner Relationships: Position Accenture as their preferred SI partner.

HERE'S WHAT YOU NEED:

• A good understanding of cloud technologies, modern technology trends and new operating models.

• Bachelor’s Degree or 10+ years of industry experience

• Professional level certification with a hyperscaler eg. Azure

• Experience with enterprise IT services sales, delivery, or operations

• Experience sales/sales support/pre-sales-architecture

• Sales & pipeline management experience

• Vendor relationship management

• Experience building products and services for next generation IT

DESIRABLE ATTRIBUTES

• Previous experience in conceptualizing, planning, and implementing cloud migration, modernization, cloud native development or cloud managed services.

• 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

• Ability to discuss application modernization and operations “on the fly” with VP+ clients and working level technical resources

• Experience working with ecosystem partners and hyperscalers

• 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.

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 their 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 best practices such as event-driven architectures and domain driven design.

• 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 tech stack, sales skills, and certifications.

• You'll be immersed in the design and implementation of human-centric solutions to help solve complex challenges with some of the world’s largest companies.

WHAT WE BELIEVE

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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 organization where you can strive for more, achieve great things and maintain the balance and wellbeing you need.

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