Ecosystem Business Development Director (Canada / Sailpoint-Security)

Accenture; Toronto; On-site; CAD 132,000 - 278,000; Full time

Job summary

Accenture is seeking an Ecosystem Business Development Director with a deep IAM and partner-focused background to originate opportunities, build executive relationships, and drive joint go-to-market with SailPoint and other ecosystem partners.

You will develop strategic relationships with Accenture and partner account leads to identify and qualify opportunities solving client pain points and growth objectives.

Qualifications

• 8+ years of Business Development in professional services.
• 10+ years' Sales Pursuit Management experience.
• Channel and Ecosystem partner management experience.
• Experience selling IAM, IGA, or identity security in a complex enterprise.
• Familiarity with SailPoint products: Identity Security Cloud, IdentityNow, File Access Manager.
• Understanding of RBAC, PAM, and identity lifecycle management.
• Experience with C-Level client relationship building.
• Proven ability to operate in a team-oriented environment.

Responsibilities

• Prospect new opportunities through client account leads and direct contact.
• Drive co-sell motion with partners: GTM, customer targeting, joint origination & qualification.
• Highlight IAM modernization, IGA transformation, and zero-trust programs to stakeholders.
• Engage in partner planning, strategy, and joint client engagements.
• Shape joint sales assets and go-to-market assets for campaigns.
• Develop thought leadership to promote the joint value proposition.
• Interact with senior management to map relationships and pursue strategies.
• Lead origination sessions with Ecosystem Partner and Accenture teams.

Skills

IAM knowledge

Business development

Sales pursuit management

C-level relationships

Leadership

Communication

SailPoint familiarity

Identity governance

Education

Bachelor's degree or College Diploma in related field

Tools

SailPoint suite

Identity Security Cloud

Job description

Accenture is a global professional services company with leading capabilities in digital, cloud, data, AI, and security. Across Strategy & Consulting, Technology, Operations, and Accenture Song, we partner with the world’s leading technology providers to help healthcare organizations reinvent how care is delivered, experienced, and operated.

The Work:

As the Ecosystem Business Development Director, you are a growth focused professional who has successfully created positive impact through year-on-year business expansion.

You have an understanding of business development phases of a sales cycle, including account development, opportunity identification, relationship development, and qualification by applying strategic sales processes. You have a specialization in Identity and Access Management (IAM) and your Ecosystem Partner's technologies and offerings, specifically SailPoint's Identity Security Cloud, IGA, and PAM solutions. You develop strategic relationships with the Ecosystem Partner to keep abreast of all the latest developments in their offerings. Your focus is on origination of opportunities with the said Ecosystem Partner using your sales expertise and specialized knowledge in identity governance, access certifications, and zero trust frameworks. You will drive origination and lead with the value of the Ecosystem Partner + Accenture for our clients, articulating the business value of identity security as a board-level risk and compliance priority. You develop primary relationships with key Accenture and your Ecosystem Partner account personnel, most significantly client account leads (Accenture CALs), to identify and qualify opportunities to solve client pain points and growth objectives utilizing a differentiated roadmap and framework leveraging the latest Ecosystem Partner technologies and accelerators. Additionally, you will support the account personnel in building relationships with key buyers including CISOs, CIOs, and IAM program owners through bringing business and technical expertise to business development conversations and qualify and progress originated deals.

You are integrated as one Accenture with the Accenture Commercial leaders to ensure the best of One Accenture is brought to our clients and ensure that the Partner Offerings you are specialized in are socialized with the leaders in your Market as well as surrounded with the winning team and win strategy. Your focus on Ecosystem partnership is a key objective and ensuring that the relationship is nurtured and a culture of trust is established, to ensure successful deal flow, client satisfaction and trusted partnerships. To win deals our partners and customers (internal and external) must love us.

Key Responsibilities:

• Prospects new opportunities proactively through client account leads and direct client contact
• Drive a partner-aligned co-sell motion, including go to market development, alignment & customer targeting, joint opportunity origination & qualification and regional communications, awareness & enablement
• Create awareness of the Ecosystem Partner's incumbency, joint solutions offerings, and capabilities with all relevant Accenture and Ecosystem Partner stakeholders, with particular focus on IAM modernization, IGA transformation, and identity-led zero trust programs
• Engage in holistic partner planning including overall strategy, go to market development and alignment, financial success, tailored campaigns and joint client engagements
• Influence partner leaders to position Accenture as partner of choice
• Participate in partner business planning and product briefings
• Identify complex technology business problems/opportunities requiring in-depth knowledge of client buyer needs and Accenture + Ecosystem Partner solutions that drive in year ROI and have an in-quarter revenue opportunity, including regulatory compliance drivers (SOX, HIPAA, NIS2) that create urgency around identity security investments
• Create differentiated opportunities based on Ecosystem Partner offerings and joint go-to-market
• Shape partner specific joint sales and solution assets needed to run a successful campaign
• Develop thought leadership to raise awareness of joint value proposition. Enable the Ecosystem Partner and Accenture teams on our unique joint value proposition, communicate investment levers and manage partner investments
• Interact with senior management levels at clients, within Accenture and the Ecosystem Partner to develop, align and execute pursuit strategies, develop client contact plans and relationship maps, and apply industry-leading transformation and operations strategies and practices
• Orchestrate joint origination sessions with the Ecosystem Partner and Accenture teams. Host or participate in key industry events in conjunction with the Ecosystem Partner
• Client facing and able to travel Monday-Thursday (as required)

Basic Qualifications:

• Bachelors or College Diploma in related field.
• Minimum of 8 years of Business Development in the professional services space
• Minimum of 10 years' Successful Sales Pursuit Management experience
• Channel and Ecosystem partner management experience and ways of working
• Demonstrated experience selling or originating IAM, IGA, or identity security solutions in a complex enterprise environment
• Familiarity with the SailPoint product portfolio including Identity Security Cloud, IdentityNow, and File Access Manager
• Understanding of core IAM concepts including access certifications, role-based access control (RBAC), privileged access management (PAM), and identity lifecycle management
• Experience with C-Level client relationship building
• Proven ability to operate within a team-oriented environment
• Demonstrated commitment, teamwork and collaboration in a professional setting
• 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
• Previous experience in conceptualizing, planning, and implementing identity governance transformation programs

Preferred Qualifications:

• SailPoint partner or sales certifications

Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation, based on full-time employment, for roles that may be hired as set forth below.

The recruiting efforts for this position are intended to fill a brand new position.

The base pay range shown below is intended as a guideline to reflect the majority of offers for this role.

It does not represent a maximum limit — in some cases, actual compensation may exceed the range where appropriate.

Information on benefits is here:

Role Location Annual Salary Range

British Columbia/Ontario/New Brunswick $131,700 to $278,100