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 799,000 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.
The role
As a 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 resale, thereby generating sales and resale margin. You develop, lead and direct the execution of Resale Strategy and Plan at the CG or territory level. You effectively educate and influence client executives to leverage the Partner Ecosystem capabilities and offerings as part of the client solution.
What you will do
Territory Management – Within assigned client group or territory:
Understand Accenture’s client team activities to identify and qualify potential Ecosystem Sourcing opportunities.
Perform networking and prospecting activities with clients, client teams and partners to identify opportunities.
Understand client buying processes, patterns and behaviours for target clients.
Track sales pipeline, progress and sales forecasting and commitments accurately.
Assess opportunities using qualification criteria including win probability, revenue potential, return on investment, level of effort, etc.
Grow the territory by consistently adding new clients.
Sales Pursuit and Closure – Within assigned client group or territory:
Identify and qualify new sales opportunities within target clients to generate a strong sales pipeline.
Direct qualified sales opportunities from requirements definition, through deal shaping and proposal, to negotiations and closure.
Define and execute win strategies, teaming strategies and client buyer maps.
Create solution proposals and coordinate quoting process and internal approvals.
Lead the client presentations and oral proposal activities as appropriate.
Negotiate and close the sale(s) directly with the buyer(s).
Provide post sale support and account management to ensure high client satisfaction.
Socialise resale strategy with stakeholders.
Develop, present and sell add–on work and renewals.
Key Relationships:
Develop and maintain strong relationships with Accenture leadership and colleagues across client groups and service lines.
Build relationships with clients’ procurement organisation and business stakeholders.
Establish teaming relationships with partners to create differentiation and competitive advantage for opportunities we choose to pursue.
Represent the Ecosystem 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.
Your team
Accenture Technology leverages design thinking, industry insights and the latest digital methodologies to help clients innovate, grow and improve their businesses. Our expertise, capabilities and experience mean that our clients (including some of the biggest brands in the world) trust us to find the right solutions for their needs.
Together with our talented international colleagues, we focus on connecting the needs of businesses with the new possibilities that come with technological progress. Because that's where the real challenges are: inventing and testing things that have never been tried before, getting new applications ready for roll-out, and ultimately guiding clients to select and implement the right technologies to transform their businesses.
In your role, you will report to the Technology Resale ANZ MU Lead , and you may be responsible for supervising Ecosystem Sales pre-sales and post-sales support and technical professionals. Externally, you will work directly with Ecosystem partners and
Requirements for the role
Bachelor’s degree or equivalent required
Minimum 5 years of experience in Technology sales/resale roles
Experience in working at or with System Integrators preferred
Excellent command of English is a must
Previous experience with Salesforce as a CRM tool is desirable
Knowledge and Skill Requirements:
Advanced negotiation, Ecosystem management, sales and marketing skills.
Global expertise and perspective.
Exceptional communications skills.
Apply out-of-the-box thinking.
Executive level presence and influence.
Excellent business acumen.
Excellent mediation, conflict management and leadership skills.
Relationship building and influencing skills.
Team building, team player, supervisory skills and mentoring skills.
Self-starter and can-do mentality.
Location
Melbourne
Must have current working rights for Australia, Visa Sponsorship will not be supported for this role.
Our offer
Accenture is an incredible place to work and to keep learning. By joining the team you will become part of a global company with a world-class brand and reputation. Besides the work we do for our clients, we’re very 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.
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 Benefits
To view our Progressive Employee Benefits covering Health, Wellbeing, Progressive Leave Options, Sustainability click on the link below.
Progressive Employee Benefits – Australia
This is an exceptional opportunity for an exceptional individual.
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 approximately 791,000 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
Equal Employment Opportunity Statement for Australia:
At Accenture, our intention is to foster a culture and a workplace in which all of our people feel a sense of belonging and are respected and empowered to do their best work.
As part of our talent strategy, we hire and develop people who have different backgrounds, different perspectives and different lived experiences. These differences ensure that we have and attract the cognitive diversity to deliver a variety of perspectives, observations and insights which are essential to drive the innovation needed to reinvent, and we hold our leaders accountable for ensuring we have the most innovative and talented people in our industry.
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.
Learn how Accenture protects your personal data and know your rights in relation to your personal data. Read more about our Privacy Statement
Top Skills
Accenture Melbourne, Victoria, AUS Office
Level 5/161 Collins Street, ,, Melbourne, Victoria , Australia, 3000
