AWS Market Development Director

THE WORK:

• A new kind of "seller" to help lead a shift in the way we bring AWS services to market in NZ

• Join a first-of-its kind sales and business team at Accenture geared towards innovating the way we align major Cloud platform partner services with the right client audience

• Key relationship role with AWS – be their key strategic partner of choice

First and foremost, success in this role relies on continuing to build Accenture’s relationship with AWS to become their strategic partner of choice in NZ. Everything is leveraged from here. It’s in your DNA to partner transparently, viewing AWS’ success as your own. This level of trust opens doors and carves out opportunities.

In achieving this, you will lead tactical and strategic initiatives to introduce new and innovative ways to utilize AWS and get out in front of strategic deals before they are commonly known in the industry.

In a nutshell, we are looking for someone who is adept at developing go-to-market plans, navigating strategic conversations, managing multiple stakeholders, and growing sales pipelines.

Customer experience and the delivery of value at the highest level lies at the heart of everything you advocate for - this will underpin your credibility with clients, with AWS itself and with the wider Delivery teams you influence.

Although responsible for the overall AWS revenue in NZ, you will not be personally accountable to close deals – rather, your efforts will directly support Client Sales teams to drive consulting services wins. You will be focused on identifying and qualifying new AWS services opportunities by working in lockstep with internal technical teams and collaborating with corresponding Accenture account teams, ensuring that AWS deals are well-supported from both a Sales and Solutions Architecture perspective. Part of a broader growth and strategy team of sales professionals, you will also be supported by the broader Cloud First practice. You will engage with key Accenture stakeholders and clients to promote based plays and offerings and drive market development initiatives, execute sales enablement activities to force multiply your selling efforts by utilizing your peers, and manage & grow your pipeline, driving revenue growth and supporting implementation success by utilising all the AWS enablement capabilities including sales enablement (battle cards, Stage 0, presentations, innovation programs, and training)

In addition to originating a new pipeline, you will be deployed to strategic accounts where we have an existing footprint to help our account team, and the customer understand how best to scale their investment to drive new innovative outcomes and additional return on investment.

Given this, it is paramount that you have a strong understanding of cloud technologies and modern technology trends and a proven history of success operating in competitive Cloud markets.

IN SUMMARY:

Sales Origination: Conduct sales origination activities, including the execution of joint account planning sessions between Accenture partners to identify new opportunity areas. Execute these opportunities alongside sales origination and sales capture teams. Facilitate and execute demand generation activities – internal and joint enablement sessions, briefings, and events to develop a qualified pipeline.

Relationship Management: Establish and cultivate Accenture leadership and sales level relationships to align teams and grow market share of Accenture’s collaborative business (co-sell), as well as to bring Accenture’s AWS Cloud strategy effectively to the field.

Scaling Existing Install Base: Collaborate with our account teams, and our clients to take existing installations of AWS, and scale the use of the platform through new innovative offerings and by extending the platform’s reach to an enterprise level.

Pipeline Tracking & Reporting: Rigorously documenting work within our core CRM

HERE'S WHAT YOU’LL NEED:

• Proven success as a key strategic partner with Hyperscalers (ideally AWS, but we are open to considering those of you with strong market presence in MS Azure or Google Cloud who are now keen to dedicate themselves to AWS).

• Strengths in building innovative go-to-market strategies within the Cloud sector, winning business through capability excellence and achieving strategic revenue targets.

• a personal reputation for being genuinely invested and committed to building the brands of those you partner with

Qualifications

• Bachelor’s Degree or 5+ years of Cloud industry experience

• Experience with large-scale IT

• Experience sales/sales support/pre-sales-architecture

• Sales & pipeline management experience

• Vendor relationship management

Bonus points for:

• 10+ years of experience

• Public experience

• Experience selling large consulting services and/or proven track record in a solution selling environment

• Proposal development & content creation experience and knowledge across product lines

• Existing relationships within the technology and services partner ecosystem

• Experience working with partners and cross-functional teams to develop business opportunities • Experience sourcing multimillion-dollar sales opportunities in software or services

• Self-starter who knows to create a qualified opportunity

• a polished and dynamic presenter, strong communication skills (both written and oral)

• Partner management experience

• Value proposition development

• Deal shaping

• Business case creation

• Solution Planning

• Strong organizational, multi-tasking, and time-management skills

• Ability to produce high quality and professional deliverables