Ecosystem Deal Manager
Role Summary: Manage and shape the deal and deliver the opportunity, leveraging the Ecosystems portfolio of capabilities, offerings and technologies to generate additional resale revenue and margin. Responsible for demonstrating business and strategic acumen and account expertise and will work integrally with client account leads, resale directors (ASD) and senior account stakeholders to sustain and maximize relationships. Key Responsibilities: Resale Deal Management Accountabilities Manage internal (Accenture engagement teams) and external (client) satisfaction to manage ongoing relationships Manage financial, legal, and tax risks in the contractual terms with our clients Lead discussions with client team executives to determine requirements and/or specifications related to the shaping of the deal Develop and execute strategies to win and socialize Ecosystems strategy with stakeholders Oversee the development of appropriate Ecosystems Services proposals and RFP response materials Oversee the development of appropriate Ecosystems Services CSA/Arrangement Letter language Lead the client presentations and oral proposal activities as appropriate Provide post-sales support and account management to ensure high client satisfaction Develop, present and sell add-on work and renewals Determine which incremental sales opportunities we should pursue using criteria such as highest probability of winning, profit potential, return on investment, level of effort, etc.
Negotiate revenue sharing agreements that compensate Accenture for demand creation and implementation activities when resale is not possible Resale margin forecasting by quarter and updating the same on a regular basis as defined by the business Understand overall Accenture activities/leads through the new business process, pipeline management, Ecosystems collaboration, client team discussions and by leveraging existing relationships Develop and maintain relationships with potential client buyers, technology providers and engagement teams.