Dell Business Group Partnership Development Lead

Accenture•Atlanta, GA

23h•Hybrid

About The Position

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. Accenture is a talent- and innovation-led company with approximately 790,000 people serving clients in more than 120 countries. A leading partner to the world’s major cloud providers, including AWS, Azure, and Google and Private Cloud leaders like IBM, Dell, HPE, RedHat. The AI & Data practice of more than 100,000 professionals delivers a full stack of integrated AI & cloud capabilities across data, edge, integrated infrastructure and applications, deep ecosystem skills, culture of change along with a deep industry expertise to shape, move, build and operate clients’ businesses in the cloud. This is a senior-level role as a Partner Development Director/Manager responsible for managing, expanding, and scaling strategic AI & Cloud partner relationships within Accenture. The role focuses on developing and executing joint business plans, originating and accelerating partner-led AI& Data opportunities, and supporting complex enterprise pursuits through aligned co-sell and go-to-market motions. The individual works cross-functionally with Accenture account teams, Cloud leadership, industry stakeholders, and partner sales, marketing, and delivery organizations to drive pipeline growth, improve win rates, and enable partner-led practice growth. Acting as the primary orchestrator of the alliance, the role aligns priorities, investments, and capabilities across Accenture and the partner ecosystem to deliver differentiated solutions and measurable business outcomes. Success in this role is defined by strong and trusted partner relationships, effective execution of joint business plans, sustained partner-sourced and partner-influenced growth, and the long-term success of Accenture’s Cloud and AI & Data partner ecosystem.

Requirements

Minimum of 7 years of sales experience encompassing end-to-end ownership of go-to-market strategy, executive-level client engagement, and consistent delivery of revenue growth through complex, multi-stakeholder enterprise sales motions.
Minimum 5 years experience in the cloud computing market (IaaS, PaaS, SaaS) and the business models of global system integrators with a proven track record of developing and executing successful, revenue-generating partnerships with major technology companies.
Minimum 5 years of demonstrated experience in creating and managing joint business plans, setting and tracking KPIs, and leading executive-level business reviews.
Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience).

Nice To Haves

Minimum of 1 year of sales experience with Private AI solutions preferred, including exposure to positioning AI-enabled offerings, articulating business value to senior stakeholders, and supporting solution-led discussions in advanced or emerging technology environments.
MBA or other advanced degree.
Experience serving Financial Services or Healthcare clients.
Direct experience working for or managing a strategic alliance with Private Cloud Providers.
Experience in a role with direct sales or pipeline generation targets, with a history of meeting or exceeding goals.
Exceptional communication and presentation skills, with the ability to influence and build consensus among senior executives from multiple organizations.
An "entrepreneurial" spirit, with a proven ability to navigate large, complex organizations to drive new initiatives and achieve results.

Responsibilities

Serve as a primary owner of the strategic partnership, leading the development and execution of joint business plans that define multi-year growth objectives, priority markets, and solution focus areas.
Drive alignment on targets for partner-sourced and partner-influenced pipeline, revenue contribution, and solution adoption, while securing and coordinating the necessary investments across Accenture and the partner ecosystem.
Set the direction for partner-aligned co-sell motions and joint go-to-market strategies, translating alliance strategy into field-level execution.
Orchestrate joint sales plays, customer targeting, and opportunity qualification in close collaboration with Accenture account teams and partner sales organizations to accelerate pipeline, improve win rates, and scale impact across regions.
Build and sustain senior executive relationships across Accenture, the partner organization, and key client stakeholders, acting as a trusted counterpart to alliance leadership.
Establish and lead a structured governance model, including executive steering forums and quarterly business reviews (QBRs), to track performance against KPIs, resolve blockers, and ensure mutual accountability.
Act as a business sponsor for the shaping and evolution of differentiated joint offerings, identifying market opportunities through client insight, partner priorities, and competitive analysis.
Work with Cloud First, industry, and solution teams to prioritize and scale offerings that address complex enterprise challenges and deliver measurable business outcomes.
Own the partner enablement strategy, ensuring Accenture and partner field teams understand how to effectively position, sell, and deliver joint solutions.
Drive activation programs, enablement initiatives, and communications that build mindshare, expand practitioner capability, and support sustained growth of the partner-aligned practice.
Operate as the primary orchestrator of the alliance, mobilizing cross-functional teams across sales, marketing, delivery, and industry groups to support high-value enterprise pursuits.
Provide hands-on support where needed to accelerate complex deals, align stakeholders, and ensure a consistent, high-quality partner and client experience.