AWS FS Ecosystem Business Development Senior Manager

Job Description

Who We Are:

The Accenture AWS Business Group (AABG) is seeking a Business Development Director (BDD) to develop and grow our Accenture AWS business. The BDD will be responsible for jointly originating opportunities and increasing qualified pipeline through collaboration with AWS as an Ecosystem Partner. The role focuses on developing and aligning field engagement with AWS, framing the unique value proposition of joint offerings in combination with Accenture professional services, and qualifying opportunities to Stage 1 and supporting further advancement efforts beyond Stage 1.

Key characteristics for applicants include team-oriented and self-starting individuals with the ability to form strong relationships. Applicants should have knowledge of AWS solutions, cloud migration, application modernization, and/or Data and AI transformation programs. This is a high-impact role that requires strong business development skills, partner relationship acumen, and a deep understanding of AWS and its sales motion. Additional key skills include strategic thinking, concept synthesis, and strong executive presence.

You Are:

Key responsibilities of the AWS-focused Business Development Director:

* Offering Activation & GTM Strategy:
Customize the offering activation strategy related to specific AWS platforms or offerings within the assigned territory. Build market intelligence to understand the right timing for an offering, confirming early strategic alignment between Accenture and AWS. Agree on target accounts for joint offerings with key Accenture stakeholders such as Practice Leads and Client Group Leads. Drive adoption of joint offerings and repeatable cloud solutions built in partnership with AWS.

* Demand Generation:
In collaboration with the alliance and marketing teams, facilitate and execute demand generation activities - internal and joint enablement sessions, briefings, and events to develop pre-Stage 0 pipeline. Collaborate with AWS partner development teams to leverage AABG incentive programs, MDF, and solution campaigns to accelerate demand generation. Create awareness of the catalogue of joint offerings with AWS by hosting and participating in industry events and webinars.

* Sales Origination:
Conduct sales origination activities, including the execution of joint account planning sessions between Accenture and AWS to identify new opportunity areas. Shape early-stage opportunities, facilitate joint pursuit strategies, qualify deals and support deal progression in collaboration with Accenture sales and delivery teams. Connect the right SMEs with the right opportunities, developing stronger strategies and the ability to execute successful sales cycles.

* Partner Engagement and Relationship Management:
Develop AWS and Accenture executive and field-level relationships to align teams and grow market share of Accenture-AWS joint business. Establish teaming relationships with AWS client account managers and sales teams. Serve as the key point of contact between AWS and Accenture account teams, ensuring alignment of priorities and execution. Bring Accenture's AWS strategy effectively to the field. Support internal deal reviews and joint governance processes.

Manage partner relationships throughout the entire sales cycle.

* Go-to-Market Alignment:
Adapt industry-specific positioning of AWS to local market unit conditions. Develop relationships with Client Group / Market Unit Industry Leads and support execution of GTM strategies across key industries and accounts. Develop stakeholder maps for territory and align field engagement across Accenture and AWS teams. Maintain ownership of the book of business (co-sell) between Accenture and AWS.

* Enablement & Evangelism:
Educate Accenture client account and delivery teams on AWS and AABG value propositions, co-sell process, and best way to engage with AWS. Educate both Accenture and AWS on new go-to-market (GTM) offerings, assets, and differentiators to increase win rates and grow sales. Leverage enablement materials on offerings, adjusting as needed to fit a particular client's situation.

Travel is required for this role. The amount of travel will vary from 25% to 50% depending on business need and client requirements.

Qualification

Here's what you need:

* Minimum 8 years of Professional experience in cloud sales, partner sales, or alliance management, with a focus on enterprise accounts

* Minimum 8 years of Professional experience working in, consulting to, or selling into Financial Services industry with a focus on Insurance (Life and P&C).

* Strong familiarity with AWS solutions, cloud migration, application modernization, and/or data/AI transformation programs

* Minimum 8 years of Experience in go-to-market strategy and sales execution

* Minimum 8 years of Experience working with partners and cross-functional teams to develop business opportunities

* Minimum 8 years of Experience working in or with large matrixed organizations like Accenture and AWS

* Entrepreneurial…