AWS FS Ecosystem Business Development Senior Manager

Accenture; Chicago (IL); On-site; USD 123,000 - 261,000; Full time

Job summary

Accenture is seeking a Business Development Director for the AWS-focused team to originate opportunities and grow the Accenture AWS business. The role collaborates with AWS to qualify opportunities, frame joint offerings, and drive demand generation and go-to-market activities across enterprise accounts.

The position requires extensive experience in cloud sales and alliance management, with strong executive engagement skills and a willingness to travel 25%–50% as needed to advance deals and

Qualifications

• 8+ years of professional experience in cloud sales or alliance management.
• Experience selling into enterprise accounts, especially financial services.
• Strong familiarity with AWS solutions and partner collaboration.
• 8+ years in go-to-market strategy and sales execution.
• Experience working with partners and cross-functional teams.
• Ability to operate in large matrixed organizations like Accenture and AWS.

Responsibilities

• Offer activation and GTM strategy for AWS platforms within the territory.
• Drive demand generation with alliance and marketing teams and events.
• Lead sales origination with joint account planning and pursuit strategies.
• Develop executive and field-level relationships with AWS and Accenture teams.
• Align GTM with industry leads and maintain the co-sell book of business.
• Educate teams on AWS/AABG value propositions and new offerings.

Skills

Cloud sales

Alliance management

Go-to-market strategy

Executive engagement

Partnership development

Sales orchestration

Enterprise accounts

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.

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

Requesting an Accommodation

Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired.

Equal Employment Opportunity Statement

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities. For details, view a copy of the Accenture Equal Opportunity Statement. Accenture is an EEO and Affinity Action Employer of Veterans/Individuals with Disabilities. Accenture is committed to providing veteran employment opportunities to our service men and women.

Other Employment Statements

Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States.
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process. Further, at Accenture a criminal conviction history is not an absolute bar to employment.
The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.
California requires additional notifications for applicants and employees. If you are a California resident, live in or plan to work from Los Angeles County upon being hired for this position, please click here for additional important information.
Please read Accenture’s Recruiting and Hiring Statement for more information on how we process your data during the Recruiting and Hiring process.