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Technology Resale Manager
Amsterdam
Job No. r00244882
Full-time
Job Description
As a Technology Resale Manager 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.
Qualifications
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.
