AWS Sales Executive

We are:

A leading partner to the world’s major cloud providers, including AWS, Azure, and GCP. The formation of Accenture Cloud First, with a $3 billion investment over three years, demonstrates our commitment to deliver greater value to our clients when they need it most and offers huge growth opportunities for you! Our Cloud First group of more than 70,000 cloud professionals delivers a full stack of integrated cloud capabilities across data, edge, integrated infrastructure and applications, deep ecosystem skills, culture of change along with a deep industry expertise to shape, move, build and operate our clients’ businesses in the cloud. To accelerate our customers' transformation leveraging cloud, we combine world-class learning and talent development expertise; deep experience in cloud change management; and cloud-ready operating models with a commitment to responsible business by design — with security, data privacy, responsible use of artificial intelligence, sustainability, and ethics and compliance built into the fundamental changes Accenture helps companies achieve.

You are:

As the Accenture Amazon Web Services Business Group (“AABG”) Technology Account Sales Capture, you are a growth-focused sales professional who has successfully created positive impact by identifying client problems and using AWS technologies to solve them. You are an experienced business development professional with expertise in all phases of the sales cycle, including account development, opportunity identification, relationship development, and qualification by applying strategic sales processes and technical expertise. You are deeply familiar with AWS’s offerings and stay up to date on their latest product developments. You are also intimately aware of client challenges in the Retail, Financial Services, and Insurance sectors. Using the combination of your knowledge of AWS suite of tools and your understanding of client challenges, you will focus on origination of Cloud First opportunities with AABG offerings. You will drive business development and lead with the value of AWS + Accenture for our clients.  

You will develop primary relationships with key Accenture and AWS account personnel, most significantly client account leads (CALs and AWS Account Executives), to identify and qualify opportunities to solve client pain points and growth objectives leveraging the latest AWS cloud-based technologies and accelerators. Additionally, you will support account personnel in building relationships with key buyers by bringing business and technical expertise to business development conversations throughout the qualification and deal progression phases. You are integrated as one Accenture with Technology, Strategy & Consulting, and Cloud First Market Unit leaders to ensure the best of One Accenture is brought to our clients. 

Your focus on the AWS partnership is a key objective, ensuring that the relationships with the Partner Development Manager are nurtured and a culture of trust is established. You will also grow and maintain account-level relationships with the AWS Cloud Consulting lead, Customer Engineer, Account Executive, and other team members, ensuring that we are showing up as a single, integrated team to our clients. 

The responsibilities for the Primary Sales Capture Lead (PSCL) within Accenture's sales process include:

• Client-centric approach: Building and maintaining strong client relationships is crucial for winning deals and driving success.

• Deal qualification: Assessing whether a deal is winnable and desirable through early and consistent qualification efforts.

• Proposal management: Developing and managing proposals effectively, regardless of opportunity size, while managing available Business Development funds efficiently.

• Sales process compliance: Adhering to internal sales and approval processes to ensure the pursuit of suitable deals with the right cost structures.

• Post-proposal resources: Utilizing resources to support activities after proposal submission, including client clarifications and negotiations.

• Training resources: Leveraging training resources and assets to build trust-based relationships and effective sales strategies.

• Understanding client needs: Gaining insights into client needs and ensuring accurate opportunity data for informed decision-making.

• Closing strategies: Applying structured approaches to closing deals, including managing the close plan and ensuring compliance with pricing policies.

• Identifying complex technology business problems/opportunities: Requiring in-depth knowledge of client buyer needs and Accenture + AWS solutions.

• Creating differentiated opportunities: Based on AWS Cloud offerings and joint go-to-market plays developed through the Accenture AWS Business Group (AABG).

• Interacting with senior management levels: At clients, within Accenture, and AWS to develop, align, and execute pursuit strategies, develop client contact plans and relationship maps, and apply industry-leading AABG transformation and operations strategies and practices.

• Finding and developing new opportunities: Proactively through client account leads and direct client contact.

• Progressing new opportunities: Rapidly qualifying and advancing deals to a Priced Proposal.

• Client-facing responsibilities: Being able to travel as required to meet client needs and drive success.

What’s in it for you? 

• You will be part of a diverse, vibrant, global Accenture community; teams pushing the boundaries of new business capabilities and emerging technologies and services, sharing experiences and lessons learned with each other. You’ll have the chance to thrive in an environment where your ideas are valued and your voice matters. 

• At Accenture, you will be able to work on meaningful and innovative projects, powered by the latest technologies and industry trends. 

• Accenture will continually invest in your learning and growth. You'll learn from and work with Accenture’s certified practitioners, and Accenture will support you in growing your own sales skills and certifications. 

• You'll be closely connected to delivery teams implementing human-centric solutions to help solve complex challenges with some of the world’s largest companies.

Here’s what you need: 

• Minimum of 5 years of Business Development in the professional services space. 

• Minimum of 8 years’ Successful Sales Pursuit Management experience. 

• Minimum of 5 years’ experience in direct sales with a quota of up to $20M+ and achieved or exceeded plan. 

• Channel and Ecosystem partner management experience and ways of working.

• Bachelor’s degree or completion of a college program in a related discipline.

Bonus points if you have: 

• Previous experience in conceptualizing, planning, and implementing cloud migration, modernization, cloud-native development, or cloud-managed services. 

• Experience working within industry with our customers. 

• Experience with C-Level client relationship building and relationship management. 

• Proven ability to operate within a team-oriented environment. 

• Demonstrated commitment, teamwork, and collaboration in a professional setting; either military or civilian. 

• Ability to discuss cloud modernization, data and analytics (including generative AI), and operations “on the fly” with VP+ clients and working-level technical resources. 

• Previous experience working with AWS Cloud products. 

• High energy level, focus, and ability to work well in demanding client environments. 

• Excellent communication (written and oral) and interpersonal skills. 

• Strong leadership, problem-solving, and decision-making abilities. 

• Unquestionable professional integrity, credibility, and character.

About Accenture

We work with one shared purpose: to deliver on the promise of technology and human ingenuity. Every day, more than 775,000 of us help our stakeholders continuously reinvent. Together, we drive positive change and deliver value to our clients, partners, shareholders, communities, and each other.We believe that delivering value requires innovation, and innovation thrives in an inclusive and diverse environment. We actively foster a workplace free from bias, where everyone feels a sense of belonging and is respected and empowered to do their best work.At Accenture, we see well-being holistically, supporting our people’s physical, mental, and financial health. We also provide opportunities to keep skills relevant through certifications, learning, and diverse work experiences. We’re proud to be consistently recognized as one of the World’s Best Workplaces™.Join Accenture to work at the heart of change.

Visit us at www.accenture.com