[Hiring] Ecosystem Business Development Director @Accenture

Role Description

As the Ecosystem Business Development Director, you are a growth-focused professional who has successfully created positive impact through year-on-year business expansion. You have an understanding of business development phases of a sales cycle, including:

• Account development
• Opportunity identification
• Relationship development
• Qualification by applying strategic sales processes

You have a specialization in Identity and Access Management (IAM) and your Ecosystem Partner's technologies and offerings, specifically SailPoint's Identity Security Cloud, IGA, and PAM solutions. Your focus is on origination of opportunities with the Ecosystem Partner using your sales expertise and specialized knowledge in:

• Identity governance
• Access certifications
• Zero trust frameworks

You will drive origination and lead with the value of the Ecosystem Partner + Accenture for our clients, articulating the business value of identity security as a board-level risk and compliance priority. You will:

• Develop primary relationships with key Accenture and Ecosystem Partner account personnel
• Support account personnel in building relationships with key buyers including CISOs, CIOs, and IAM program owners
• Ensure the best of One Accenture is brought to our clients
• Nurture the Ecosystem partnership and establish a culture of trust

Key Responsibilities

• Prospects new opportunities proactively through client account leads and direct client contact
• Drive a partner-aligned co-sell motion, including:
• Go to market development
• Alignment & customer targeting
• Joint opportunity origination & qualification
• Regional communications, awareness & enablement
• Create awareness of the Ecosystem Partner's incumbency, joint solutions offerings, and capabilities
• Engage in holistic partner planning including overall strategy and tailored campaigns
• Influence partner leaders to position Accenture as partner of choice
• Participate in partner business planning and product briefings
• Identify complex technology business problems/opportunities
• Create differentiated opportunities based on Ecosystem Partner offerings
• Shape partner-specific joint sales and solution assets needed to run a successful campaign
• Develop thought leadership to raise awareness of joint value proposition
• Interact with senior management levels at clients, within Accenture and the Ecosystem Partner
• Orchestrate joint origination sessions with the Ecosystem Partner and Accenture teams
• Client facing and able to travel Monday-Thursday (as required)

Qualifications

• Bachelors or College Diploma in related field
• Minimum of 8 years of Business Development in the professional services space
• Minimum of 10 years' Successful Sales Pursuit Management experience
• Channel and Ecosystem partner management experience
• Demonstrated experience selling or originating IAM, IGA, or identity security solutions
• Familiarity with the SailPoint product portfolio
• Understanding of core IAM concepts
• Experience with C-Level client relationship building
• Proven ability to operate within a team-oriented environment
• 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
• Previous experience in conceptualizing, planning, and implementing identity governance transformation programs

Preferred Qualifications

• SailPoint partner or sales certifications

Compensation

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. The base pay range shown below is intended as a guideline:

• British Columbia/Ontario/New Brunswick: $131,700 to $278,100