Role : - Alliances / Ecosystem Sales Head for Indian Business across Industry Verticals.- Identify existing and potential opportunities and clients to leverage the alliances portfolio of capabilities, offerings and technologies to generate resale revenue and margin. - Create and sell solutions that use the capabilities/offerings to add value to Accenture and client. - Lead Channel Management Key Responsibilities : - Asset Management & Client Satisfaction • Manage internal (Accenture engagement teams) and external (client) satisfaction to create ongoing relationships • Manage risk in the contractual terms with our clients - Opportunity Management – Within assigned client group or territory• Lead negotiation with client team executives to determine requirements and/or specifications and to shape the deal • Develop and execute strategies to win; socialize Alliances strategy with stakeholders • Negotiate revenue sharing agreements that compensate Accenture for demand creation and implementation activities when resale is not possible Territory Management – Within assigned client group or territory• Develop and maintain relationships with potential client buyers, technology providers and engagement teams through target marketing and prospecting activities• Identify specific sales opportunities within clients and/or targets • Grow the Business – Consistently add new clients - Business Operator Objectives include Developing skills of Client &Sales Support resources and Solution Architect resources to appropriately support Sales DirectorsChannel Management objectives include Strategy & Governance led Alliance engagements with Strategic Alliance Partners in spheres of Applications ( SAP ,Oracle ) , Infrastructure ( CISCO ,HP , IBM , EMC ) , Mobility ( SAP , Kony ) , Analytics ( SAS , Rev R , Big Data ) etc among others and to identify & form alliance engagements with niche best of breed partners.

A platform that brings together professionals with deep credentials from all walks of life, be they technologists, CIOs/CDOs & domain experts from industry (manufacturing, banking, Life Sciences, Oil & Gas etc.), digital transformation consultants, deep tech startup founders etc.The technologies represented by the group of about 1000 members include, but are not limited to :- AI/DL/ML- Blockchain- RPA- IOT - AR/VR/MRThe community is spread across 15 city chapters globally including across 4 continents . Objectives of the community :- Collaboration amongst members to drive business value for those in the group as well for the industry at large.- Providing advanced learning & insights through sessions by specific experts through the launching of separate channels for Blockchain, IOT, AI, and RPA.- Launch dedicated and focused subgroups for communities around Agritech, AI, Blockchain, RPA, and IOT.Mechanisms of engagements include usage of social media IMs and through in-person meetups through chapters for Delhi NCR, Bangalore, and Mumbai with plans to extend these to other cities in India and in select cities globally.If you think our community can add value for you and if you think you can provide value based on your skills , knowledge and work , we would love to on-board you Follow these steps and you are done ! 1. Pls ensure you have telegram app with active account on your mobile . If you don’t have , pls download it 2. Pls take a couple of mins to fill this short form on your mobilehttps://docs.google.com/forms/d/e/1FAIpQLSeDERsga6V-onXgs2JkKyuwvbT94gA1DRZMa5ZgSWGerxLH0Q/viewform?usp=sf_linkIf you have done above two and curation team approves you , then you will be onboarded to DF community

I had taken the initiative to create an industry-wide community of Alliances Professionals. The community currently comprises of about 225 Alliances leaders and professionals from all across the world, with the majority of them being from India, from diverse products and services organizations like Accenture, IBM, HP, Dell, Red Hat, Tech Mahindra, TCS, Infosys, Cloudera, Microsoft etc. The community also includes global professional providing consulting for alliances best practices.The objectives of the community : 1. Create a fraternity of Alliances Professionals from across sectors.2. Discuss, craft and promote alliances best practices. 3. Increase the visibility and relevance of alliances functions amongst organizations. 4. Provide collective thought leadership as a forum.5. Support fellow alliances professionals in their development.6. Increase relevance of Alliances professionals amidst an environment of technological tectonic shifts brought in by New IT solutions like blockchain, IOT, Advanced Analytics, Mobility, Cloud, Cryptocurrencies, RPAs, AI, ML etc in the way businesses are done and values are delivered to the clients.The community does meetups across various cities and uses social media like Linkedin & whatsapp to remain in touch. Going further, we intend to embark on more ambitious plans for the group and are currently open to various ideas. The group is managed by a team of 7 facilitators including our Co-Founder Shahid Khan ( http://linkedin.com/in/goshahid)

· Drive Applications Sales through Tier 1 Channel Partners like TCS , PricewaterhouseCoopers , HCL etc and Tier 2 Partners like Codetheatre , Polaris , Birlasoft , Fujitsu etc.· Formalize and drive Business Plans with Individual partners · Indentify GTMIs with individual partners leveraging on Partner Development and Channels Marketing.· Drive investments from Oracle & Partners and channelize for Partner Sales Quota Achievement.· Execute Channel Mapping based on Market Segmentation.· Leverage on internal resources like Partner Solution Centre , Partner Development , Partner Demo Services , Sales Consulting , Industy Business Units , Insight , Business Development , Oracle Partner Network etc to support Channel.· Recruitment of Competition Partners· Increasing Partner Walletshare· Drive Speciality Channels. · Plan, Design, Execute and Monitor Demand Generation Activities in the territory.

· Conduct Territory Management. · Manage Tier - 2 Channel Partners.· Increase walletshare of existing multi-vendor partners.· Address Wide Space, Non - named Accounts with Channel Route to Market.· Achieve pre-set annual Sales Plan and strive for the stretched Goals.· Lead, train & motivate a team of Three Field Representatives and One Tele-Coordinator to ensure their career development and positive contribution to company. · Pursue organizational alignment with respective Product Brands, Finance, Contract Negotiation and other teams for addressal of clients’ requirements to their satisfaction.· Ensure skill enablement of the partners for increasing their Sales Portfolio of IBM Products and solutions. · Use IBM Sales Methodology of Signature Sales Method and Signature Sales Leadership for ensuring sales discipline in the team. · Plan, Design, Execute and Monitor Demand Generation Activities in the territory.

· Leading a team of Sales Personnel, comprising of a Core Team and Non-Core Team, spread across diverse territory in the Region for Retention & Expansion of Market share.· Institutional Sales, wherein the Verticals being handled include Government, Banking, Public Sector & Education.· New Market Development.· Making Breakthroughs in Competitors’ Accounts.· Ensuring 360o customer satisfaction.· Account Development and Management including Account Mapping, Identifying Product / Solution Need, Product Positioning through Face – to Face Calls, Presentations and Organization Of Product Demonstration Events, Sales through Tender / NIQ / DGS&D and other rate contract(s), ensuring smooth execution of Supply Order(s), Collection of Bills Receivables, constant Account Focus, Review & Development. · Cross – functional Interaction with Head Office Institutional Business team, Respective H.O. Product Marketing teams (SUN Fire Servers, AMD, Intel, Oracle, Microsoft, Peripherals Division), Order Processing & Clearance Team, Production & Shipment Unit, and Regional Logistics & Accounts for requisite Billing & Delivery, New Installation Group and Support Team for ensuring after sales support to the customer’s satisfaction.· Educating Customers on New Products / Solutions.· Relationship Marketing by Organizing various Customer Meets, Seminars and Get – together.· Running the Sales Model of the Region by delegating certain territorial regions to specific sales personnel, Designating Respective Sales Personnel as Product Sales Champion for Specific Product / Solution, Guiding, Mentoring and Motivating each sales personnel for achieving their allotted Sales Booking and Collection Targets.· Enabling Recruitment of Sales Personnel in the Region.

· Retention and expansion of market share of the company in the allotted territory through dealer network development. · Liasioning with and development of Institutional clients.· Ensuring total customer satisfaction at all levels of marketing processes.· Expansion of After Sales Support.