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Role Summary:

Alliances Channel Management is responsible for developing, enabling and executing Accenture’s joint go-to market strategies with our Alliances partners. The need for the Alliances Channel Director Job is a result of Accenture’s various business strategies and their dependency on third party technology providers – including hardware, software and services that underpin our Client Solutions and Offerings.

There are typically two types of Alliances Channel Directors:

· Vendor Focused – Focused on a single Alliances partner (e.g. Microsoft, SAP, Oracle, Cisco, IBM or HP); or

· Practice Area Focused – Focused on the ecosystem of Alliances partners and other third parties surrounding an industry, domain, initiative or offering.

The primary goal for any Alliances Channel Director is to enable and enhance Accenture’s sales ‘channel’ with third party relationships, assets and capabilities – contributing to the growth of our underlying services business. This ‘channel’ works both ways – embedding third parties into our offerings (enabling our sales teams) and selectively choosing Alliances partners to help take our offerings to market (enabling their sales teams).

Alliances Channel Directors have two primary stakeholders – i) the TGP Alliances organization and ii) the business stakeholders they support. Individual success is measured based on key Alliances Metrics, such as Alliances Impacted Sales (via Offerings and Campaigns), Resale Revenue and Vendor Investments.

Key Responsibilities:

Go to Market Enablement: The Alliances Channel Director works to enable our go to market strategies.

· Strategy and Formation – Select, structure, and negotiate new relationships and/or new initiatives within existing relationships.

· Annual Planning – Developing periodic plans for Alliances resource staffing, joint marketing activities (e.g. events, materials, and awareness), offering development plans, investment plans, and training / capability development plans.

· Resale Enablement – Establish the right and expectation for resale with our Alliances partners

· Investment Management - – Attract and direct Accenture and vendor investment funds for the benefit of Accenture offerings and practice areas.

· Offering Enablement – Enhance Accenture offerings with vendor technology solutions

· Campaign Enablement – Qualify, develop, and mobilize third party enabled go-to-market campaigns.

· Campaign Acceleration – May attain trained/certified status on relevant vendor technologies and drive campaign readiness for the relevant deployed to practices/industries.

Sales Origination and Advancement: The Alliances Channel Director maintains a close connection with the Accenture sales organizations (e.g. the Alliances Sales Directors as well as OG Sales, TGP Sales and other initiative sales teams).

· Win Enablement – Support the pre-sales activities related to go-to-market campaigns; Drive incremental services growth through direct involvement in Joint Account Planning; Contribute key insight and competitive intelligence to win strategies and proposal responses; Help improve Accenture’s win rate as a result of increased skills and capabilities developed on vendor technologies.

· Joint Pipeline Management – Conduct regular reviews of joint pipelines; Drive appropriate opportunity qualification. Generate increased vendor BD investments in joint business development.

· Sales Interlock (TGP/OG and Alliances partner sales forces) -– Own the interlock process with other Accenture sales organizations to optimize collective efforts; Understand Accenture’s overall global sales execution model & target markets and identify/qualify potential opportunities/leads stemming from the vendor(s). Assume a sales-focused approach, working closely with Client Account/Technology Account Leads (CALs/TALs), Sales Directors and vendor sales force; Ensure connection to Alliances Sales Directors to pursue Resale.

· Direct Involvement – Direct participation in the sales cycle for key ‘must win’ opportunities.

Relationship Management: The Alliances Channel Director actively manages our relationship with Alliances partners.

· Field Alignment and Issue Escalation – Develop and maintain meaningful, sales-oriented relationships with vendor’s executive leadership, regional management and key account teams, and Accenture stakeholders. Act as the Accenture ambassador for the overall relationship(s); Collaborate with Accenture Technology Growth Platform, industry/service line or operating group, and vendor leadership to determine partnering strategies.

· Training and Solution Enablement – Support the enablement of field resources for targeted campaigns, products and solutions

· Maintain Leadership Alignment -– Work with executive sponsors from within Accenture and at the vendor to maintain alignment; Develop and maintain relationships with relevant Accenture Leadership , becoming their trusted advisor on Alliances pursuits; Increase the penetration of the vendor technology in our core and industry offerings

Alliances Operations:

? Accountable for targets across key metrics

? Ensure Accenture’s compliance with any Alliances agreements

? Manage Alliances support activities including recruiting, training and management of resources, lead generation and pipeline management, Market Development funding management, coordination of events and meetings, and reporting.

Collaborates with:

· Business Stakeholders – to be determined by role

· Alliances Leadership -– for overall strategy, career management, objectives, reviews, etc.

· Alliances Formation – to ensure adherence to the Alliances Formation processes

· Alliances Sales Directors – to enable and execute Resale opportunities

· Technology Domain/Service Line/Industry or Operating Group leadership -– to set strategic intent

· Product & Offering Development or Foundation Offering Core Team – to shape and enable offerings with third party relationships

· Technology Domain/Service Line CALs/TALs and Sales Directors -– to drive awareness of offerings, demand generation and support of sales opportunities

· Other Enterprise Services (Legal/Commercial, Marketing, Business Operations, Capability Development, Finance, and HR)

In addition to our quantitative Alliances Metrics, the Alliances Channel Management team often measures its success with business sponsor satisfaction. Business sponsor satisfaction can vary from vendor to vendor or practice to practice, but we often see our stakeholders concerned about:

• Overall Practice Sales (in dollars)
• Size of Practice (people chargeable)
• Teaming Readiness (Are we ready to respond to an opportunity tomorrow?)
• Capability Readiness (Do we have access to training, technical support and demo / development products?)
• Relationship Readiness (Do we have executive and field level relationships we can count on?)