Ecosystem Business Development Director (all genders) - Databricks

Overview

As the Ecosystem Business Development Director (all genders), you are a growth‑focused professional who has successfully created positive impact through year‑on‑year business expansion. You understand the phases of a business‑development sales cycle—account development, opportunity identification, relationship development, and qualification—and apply strategic sales processes. You specialize in Ecosystem Partner technologies and offerings, developing strategic relationships with Ecosystem Partners to stay abreast of their latest developments. Your focus is on originating opportunities with the Ecosystem Partner using your sales expertise and specialized knowledge, driving origination and leading with the value of the Ecosystem Partner + Accenture for our clients. You develop primary relationships with key Accenture and Ecosystem Partner account personnel, most significantly client account leads, to identify and qualify opportunities that solve client pain points and growth objectives using a differentiated roadmap and framework that leverages the latest Ecosystem Partner technologies and accelerators. Additionally, you support account personnel in building relationships with key buyers by bringing business and technical expertise to business‑development conversations and qualifying and progressing 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 you ensure that the Partner Offerings you specialise in are socialised with the leaders in your market, surrounded by the winning team and win strategy. Your focus on the Ecosystem partnership is a key objective, nurturing the relationship and establishing a culture of trust to ensure successful deal flow, client satisfaction, and trusted partnerships. To win deals, our partners and customers—internal and external—must love us.

Responsibilities

• Prospect 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 Ecosystem Partners’ incumbency, joint solutions offerings, and capabilities with all relevant Accenture and Ecosystem Partner stakeholders
• Engage in holistic partner planning, including overall strategy, go‑to‑market development and alignment, financial success, tailored campaigns, and joint client engagements
• Identify complex technology business problems/opportunities that require in‑depth knowledge of client buyer needs and Accenture + Ecosystem Partner solutions that drive in‑year ROI and have an in‑quarter revenue opportunity
• Create differentiated opportunities based on Ecosystem Partner offerings and joint go‑to‑market
• Develop thought leadership to raise awareness of the 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 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

Qualifications

• Relevant degree in Economics, IT, Industrial Engineering, or vocational training
• Minimum of around 8 years of Business Development expertise in the professional services space
• Channel and Ecosystem partner management experience and established ways of working
• Fluent German and English language skills
• Client‑facing experience and willingness to travel within Germany

Bonus points if you have

• Previous experience in conceptualising, planning, and implementing transformation programmes
• Experience working within G2000 customers
• Experience with C‑Level client relationship building and relationship management
• Ability to discuss the latest technology hot topics on the fly with VP clients and working‑level technical resources
• Strong leadership, problem‑solving, and decision‑making abilities
• Unquestionable professional integrity, credibility, and character