AWS FS Ecosystem Business Development Senior Manager

Accenture; Arlington (VA); On-site; USD 140,000 - 260,000; Full time

Job summary

Accenture is seeking a Business Development Director for the Accenture AWS Business Group to originate opportunities and grow the joint AWS business in the United States. You will lead GTM activation, demand generation, and joint account planning, while building executive relationships with AWS and Accenture delivery teams to drive strategic growth.

The role requires deep AWS knowledge, 8+ years in cloud sales and alliance management, and the ability to navigate large matrixed organizations to

Qualifications

• Minimum 8 years of professional experience in cloud sales, partner sales, or alliance management.
• Minimum 8 years in Financial Services, Insurance (Life and P&C).
• Strong familiarity with AWS solutions and cloud transformation programs.
• Minimum 8 years in GTM strategy and sales execution.
• Minimum 8 years working with partners and cross-functional teams.
• Experience in large matrixed organizations like Accenture and AWS.

Responsibilities

• Offering Activation & GTM Strategy: customize activation strategy for AWS platforms within territory; build market intelligence and align with AWS and Accenture stakeholders.
• Demand Generation: facilitate joint enablement sessions, events, and campaigns to develop pre-Stage 0 pipeline.
• Sales Origination: conduct joint account planning, identify opportunities, support deal progression with sales and delivery teams.
• Partner Engagement: develop executive and field relationships to grow Accenture-AWS joint business; manage partner relationships throughout the sales cycle.
• Go-to-Market Alignment: adapt AWS positioning to local market conditions; maintain book of business (co-sell) ownership.
• Enablement & Evangelism: educate teams on AWS/AABG value propositions and new GTM offerings.

Skills

AWS solutions

Cloud migration

Application modernization

Data & AI transformation

Go-to-market strategy

Sales execution

Partner relationship

Executive engagement

Job description

Who We Are:

The Accenture AWS Business Group (AABG) is seeking a Business Development Director (BDD) to develop and grow our Accenture AWS business. The BDD will be responsible for jointly originating opportunities and increasing qualified pipeline through collaboration with AWS as an Ecosystem Partner. The role focuses on developing and aligning field engagement with AWS, framing the unique value proposition of joint offerings in combination with Accenture professional services, and qualifying opportunities to Stage 1 and supporting further advancement efforts beyond Stage 1.

Key characteristics for applicants include team-oriented and self-starting individuals with the ability to form strong relationships. Applicants should have knowledge of AWS solutions, cloud migration, application modernization, and/or Data and AI transformation programs. This is a high-impact role that requires strong business development skills, partner relationship acumen, and a deep understanding of AWS and its sales motion. Additional key skills include strategic thinking, concept synthesis, and strong executive presence.

You Are:

Key responsibilities of the AWS-focused Business Development Director:

• Offering Activation & GTM Strategy: Customize the offering activation strategy related to specific AWS platforms or offerings within the assigned territory. Build market intelligence to understand the right timing for an offering, confirming early strategic alignment between Accenture and AWS. Agree on target accounts for joint offerings with key Accenture stakeholders such as Practice Leads and Client Group Leads. Drive adoption of joint offerings and repeatable cloud solutions built in partnership with AWS.
• Demand Generation: In collaboration with the alliance and marketing teams, facilitate and execute demand generation activities – internal and joint enablement sessions, briefings, and events to develop pre-Stage 0 pipeline. Collaborate with AWS partner development teams to leverage AABG incentive programs, MDF, and solution campaigns to accelerate demand generation. Create awareness of the catalogue of joint offerings with AWS by hosting and participating in industry events and webinars.
• Sales Origination: Conduct sales origination activities, including the execution of joint account planning sessions between Accenture and AWS to identify new opportunity areas. Shape early-stage opportunities, facilitate joint pursuit strategies, qualify deals and support deal progression in collaboration with Accenture sales and delivery teams. Connect the right SMEs with the right opportunities, developing stronger strategies and the ability to execute successful sales cycles.
• Partner Engagement and Relationship Management: Develop AWS and Accenture executive and field-level relationships to align teams and grow market share of Accenture-AWS joint business. Establish teaming relationships with AWS client account managers and sales teams. Serve as the key point of contact between AWS and Accenture account teams, ensuring alignment of priorities and execution. Bring Accenture's AWS strategy effectively to the field. Support internal deal reviews and joint governance processes. Manage partner relationships throughout the entire sales cycle.
• Go-to-Market Alignment: Adapt industry-specific positioning of AWS to local market unit conditions. Develop relationships with Client Group / Market Unit Industry Leads and support execution of GTM strategies across key industries and accounts. Develop stakeholder maps for territory and align field engagement across Accenture and AWS teams. Maintain ownership of the book of business (co-sell) between Accenture and AWS.
• Enablement & Evangelism: Educate Accenture client account and delivery teams on AWS and AABG value propositions, co-sell process, and best way to engage with AWS. Educate both Accenture and AWS on new go-to-market (GTM) offerings, assets, and differentiators to increase win rates and grow sales. Leverage enablement materials on offerings, adjusting as needed to fit a particular client's situation.

Travel is required for this role. The amount of travel will vary from 25% to 50% depending on business need and client requirements.

Here's what you need:

• Minimum 8 years of Professional experience in cloud sales, partner sales, or alliance management, with a focus on enterprise accounts
• Minimum 8 years of Professional experience working in, consulting to, or selling into Financial Services industry with a focus on Insurance (Life and P&C).
• Strong familiarity with AWS solutions, cloud migration, application modernization, and/or data/AI transformation programs
• Minimum 8 years of Experience in go-to-market strategy and sales execution
• Minimum 8 years of Experience working with partners and cross-functional teams to develop business opportunities
• Minimum 8 years of Experience working in or with large matrixed organizations like Accenture and AWS
• Entrepreneurial mindset, self-starter style, and ability to drive outcomes
• Excellent interpersonal, communication, and executive engagement skills

Bonus Points If:

• Experience working at or alongside AWS with focused experience in partner strategy and sales
• Familiarity with Accenture's operating model, account structure, and AWS Business Group
• Experience negotiating alliances, teaming agreements, reseller and subcontracting agreements
• Experience with commercial constructs including licensing, discounts, and pricing negotiations
• AWS certifications or cloud-related credentials
• 5+ years of Technology Sales or Business Development experience

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 for roles that may be hired as set forth below. We anticipate this job posting will be posted until 09/18/2026. Accenture offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off. See more information on our benefits here: U.S. Employee Benefits | Accenture

Role Location Annual Salary Range
California $132,500 to $302,400
Cleveland $122,700 to $241,900
Colorado $132,500 to $261,300
District of Columbia $141,100 to $278,200
Illinois $122,700 to $261,300
Maine $112,900 to $222,500
Maryland $132,500 to $261,300
Massachusetts $132,500 to $278,200
Minnesota $132,500 to $261,300
New York $122,700 to $302,400
New Jersey $141,100 to $302,400
Virginia $122,700 to $278,200
Washington $141,100 to $278,200

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