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.

To win deals our partners and customers (internal and external) must love us. 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 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 prospect, 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 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 Client facing and able to travel Monday-Thursday (as required) 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 Previous experience in conceptualizing, planning, and implementing identity governance transformation programs 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, As required by local law, Accenture provides a reasonable range of compensation, based on full-time

📌 Ecosystem Business Development Director ( Sailpoint-Security) (Toronto)
🏢 Accenture
📍 Toronto