Ecosystem Business Development Director ( Sailpoint-Security)

Job summary

The Ecosystem Business Development Director will drive growth by originating and qualifying opportunities through strategic partnerships, specifically focusing on SailPoint identity security solutions. They will lead co-sell motions, build relationships with key client stakeholders, and orchestrate joint sales strategies to solve complex client business problems.

Job details

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 About Accenture Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com 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, military veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by applicable law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities.

What you’ll do

The Ecosystem Business Development Director will drive growth by originating and qualifying opportunities through strategic partnerships, specifically focusing on SailPoint identity security solutions. They will lead co-sell motions, build relationships with key client stakeholders, and orchestrate joint sales strategies to solve complex client business problems.

Requirements

Candidates must have at least 8 years of business development experience in professional services and 10 years of successful sales pursuit management. A bachelor's degree or college diploma is required, along with deep expertise in IAM, IGA, and SailPoint product portfolios.

Listed skills

• Problem solving · Preferred
• Identity Governance · Preferred
• Leadership · Preferred
• Business development · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Business Development
• Sales Pursuit Management
• Identity and Access Management
• SailPoint
• Identity Governance
• Access Certifications
• Zero Trust Frameworks
• Privileged Access Management
• Account Development
• Strategic Sales
• Relationship Management
• Channel Management
• Go-to-market Strategy
• Identity Lifecycle Management
• Leadership
• Problem Solving
• Business Expansion
• SailPoint Identity Security Cloud
• Influencing Skills
• Go-to-Market Strategy
• Business Problems
• Energetic
• Influencing Without Authority
• Security Solutions
• Sales Prospecting
• Thought Leadership
• Planning
• Joint Value
• Artificial Intelligence
• Management
• Business Planning
• Business Valuation
• Investments
• Decision Making
• Communication
• Regulatory Compliance
• Consulting
• Customer Relationship Building
• File Systems
• Sales
• Selling Techniques
• Global Delivery Model
• Governance
• Health Insurance Portability And Accountability Act (HIPAA) Compliance
• Identity And Access Management
• Innovation
• Interpersonal Communications
• Operations
• Partner Relationship Management
• Project Portfolio Management

Job areas

• Consulting
• Sales
• Technology
• Security & Safety
• Management & Leadership
• Sailpoint Developer
• Director of Business Development
• Sales and Marketing Managers
• Sales Managers