Ecosystem Resale Enablement Analyst

Accenture PLC; Paris; On-site; EUR 70,000 - 110,000; Full time

Job summary

Accenture plc in France seeks a seasoned Sales Professional in the Technology Resale team to manage opportunities to resell third-party hardware, software, and services. You will collaborate with deal teams to ensure seamless delivery and build strong client relationships.

Key requirements include 4+ years in sales, deep business acumen, and a Bachelor's degree. You will work cross-functionally with vendor partners and suppliers, shaping commercial proposals and GTM strategies.

Qualifications

• Minimum of 4 years of sales-related experience.
• Strong business acumen and strategic thinking.
• Bachelor's degree or equivalent; if Associate's degree, 6+ years experience.
• Experience collaborating with deal teams and vendors.

Responsibilities

• Develop a thorough understanding of clients, vendor partners, and deal teams, building strong relationships and communicating the value of resale and related processes.
• Gain expertise in commercial and legal aspects of resale deal structures, ensuring regulatory adherence and profitability.
• Support deal origination, contribute to negotiations, and manage pre- and post-sales activities.

Skills

Ecosystem Management

Risk Management

Stakeholder Management

Deal Shaping

Go-To-Market Strategy

Education

Bachelor's degree or equivalent

Job description

Job Description Summary:

Accenture's ecosystem serves as a vibrant marketplace, brimming with innovative and evolving products and services that spark change and drive business transformation. The Technology Resale team, consisting of over 400 experienced sales professionals with more than 25 years of expertise, supports clients in acquiring third-party technology products and services seamlessly integrated into Accenture's service engagements. In this role, you will manage and execute opportunities to resell products and services from third-party vendors, building strong partnerships through collaborative engagement. Your responsibilities will also include close collaboration with Accenture deal teams to ensure the seamless delivery of high-quality services. This will involve the resale of hardware, software, and various services, while also focusing on strengthening client relationships to maximize value.

Key Responsibilities:

• Develop a thorough understanding of our clients, vendor partners, and deal teams, fostering strong relationships and effectively communicating the value of resale along with associated business processes and requirements.
• Gain expertise in the commercial and legal aspects of resale deal structures, ensuring adherence to applicable regulations and deal profitability.
• Support deal origination, contribute to negotiations, and manage pre- and post-sales activities.

Skill Set Required for the Role:

• Ecosystem Management Expertise
  • Proficiency in identifying, navigating, and collaborating within Accenture's multifaceted external ecosystem, which includes academic institutions, start-ups, partners, and suppliers.
  • Ability to generate value through innovative approaches, create thought leadership, and achieve strategic business objectives by leveraging ecosystem relationships.
• Risk Management
  • Capability to anticipate, plan for, and address risks and issues impacting projects, including assessing their severity and likelihood of occurrence.
  • Skilled in developing mitigation and contingency plans while adopting an agile approach that integrates risk management into scrum roles, artifacts, and events to ensure continuous project delivery.
• Stakeholder Management
  • Expertise in managing stakeholder relationships by anticipating, planning for, and resolving risks and issues that may affect project outcomes.
  • Ability to categorize risks, develop mitigation strategies, and ensure alignment with agile methodologies for seamless project execution.
• Deal Shaping
  • Proficient in crafting mutually beneficial commercial structures and value propositions by integrating identified solutions, client expectations, and Accenture's commercial needs.
  • Strong understanding of cost and pricing elements, with the ability to refine and shape commercial proposals into actionable offers.
• Go-To-Market Strategies
  • Skilled in developing strategic plans to deliver value propositions through offerings, leveraging service definitions as the foundation for client solutions throughout the deal lifecycle.
  • Expertise in positioning and executing GTM strategies to maximize impact and drive business success.

Experience and Education:

• Minimum of 4 years of experience in sales-related responsibilities
• Professionals in this position must have deep business acumen
• Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate's Degree, must have minimum 6 years work experience)

Bonus Points If:

• You have team lead experience
• You have external client-facing consulting experience