Australia | Accenture Song
About the role
As the Ecosystem Business Development Director for Adobe, you will be a growth-focused leader responsible for developing and expanding the strategic relationship between Accenture and Adobe across Australia.
You will bring a strong understanding of the business development lifecycle, including account development, opportunity identification, relationship development, qualification and pursuit strategy. Your focus will be on originating opportunities with Adobe, strengthening our joint go-to-market approach and bringing the combined value of Adobe + Accenture Song to our clients.
You will develop strong relationships with key stakeholders across Accenture and Adobe, working closely with client account teams to identify and qualify opportunities aligned to client priorities and growth objectives.
This role requires someone who can operate comfortably across partner, client and internal stakeholder groups, bringing together the right capabilities and relationships to create differentiated opportunities and drive successful deal progression.
The work
- Proactively identify and originate new opportunities through Accenture client account teams, Adobe relationships and direct client engagement.
- Drive an Adobe-aligned co-sell motion, including go-to-market development, customer targeting, joint opportunity origination and qualification.
- Strengthen awareness of Accenture and Adobe's joint capabilities and value proposition across relevant stakeholders.
- Develop and execute strategic partner plans covering go-to-market priorities, joint client opportunities, campaigns and commercial growth.
- Build strong relationships with senior Adobe stakeholders and position Accenture as a strategic partner of choice.
- Participate in joint business planning, solution discussions and strategic partner engagements.
- Identify complex client challenges where Accenture Song and Adobe capabilities can combine to create differentiated business outcomes.
- Develop new opportunities based on Adobe offerings and joint go-to-market propositions.
- Shape joint sales propositions, campaigns and assets that support opportunity creation and progression.
- Build awareness of the Accenture and Adobe value proposition across both organisations.
- Work with senior stakeholders across clients, Accenture and Adobe to develop pursuit strategies, relationship plans and client engagement approaches.
- Orchestrate joint origination sessions between Adobe and Accenture teams and participate in relevant client and industry events.
- Work collaboratively across Accenture Song and the broader Accenture organisation to bring the right capabilities to our clients.
- Operate in a client-facing capacity, with travel as required.
Qualifications
What we're looking for
- 8+ years' experience in business development within professional services or a related technology ecosystem.
- 10+ years' experience in sales pursuit management or complex enterprise sales environments.
- Demonstrated experience in channel, alliance or ecosystem partner management.
- Strong understanding of Adobe's ecosystem, platforms and enterprise customer landscape.
- Experience developing and managing senior partner and client relationships.
- Proven ability to originate, qualify and progress complex enterprise opportunities.
- Strong commercial judgement and understanding of joint go-to-market and co-sell motions.
- Confidence engaging senior executives across clients, partners and internal leadership teams.
- Excellent written, verbal and interpersonal communication skills.
- Strong leadership, problem-solving and decision-making capabilities.
- Ability to work effectively across complex, matrixed organisations and bring multiple teams together around a common opportunity.
Bonus points if you have
- Previous experience working directly with Adobe or within the Adobe partner ecosystem.
- Experience supporting large-scale digital, customer experience or business transformation programs.
- Experience working with large enterprise clients.
- Experience building and managing C-suite relationships.
- An understanding of the broader digital experience, marketing, commerce and customer technology landscape.
- Experience shaping joint propositions and go-to-market initiatives with a major technology partner.
What’s in it for you
You'll join the broader Accenture community and work at the intersection of technology, creativity, customer experience and business transformation. You'll have the opportunity to build relationships across Accenture Song and Adobe, shape strategic opportunities for major Australian organisations and help grow one of our key ecosystem partnerships.
Accenture invests in continuous learning and career development, giving you access to global expertise, industry knowledge and opportunities to build your capabilities across technology, sales, partnerships and business development.