Sales Capture Associate Director-Industry & Enterprise
Role Overview
As an Industry & Enterprise Sales Capture Lead, you will be responsible for originating, shaping, and closing large-scale business and technology transformation opportunities across strategic client accounts. You will lead complex pursuits that combine industry expertise, enterprise transformation, operating model redesign, digital innovation, AI, data, cloud, and business process transformation.
This role requires a strong blend of consultative selling, executive relationship management, commercial leadership, and enterprise transformation expertise. You will work closely with industry leaders, account teams, strategy consultants, technology architects, and ecosystem partners to develop differentiated solutions that help clients achieve measurable business outcomes.
The successful candidate will have a proven track record of leading large strategic pursuits and building trusted relationships with C-suite stakeholders across industry sectors.
Key Responsibilities
Sales Capture & Pursuit Leadership
Lead end-to-end sales capture activities for large, complex transformation opportunities across Industry & Enterprise offerings.
Develop compelling pursuit strategies, win themes, competitive positioning, and growth plans.
Drive opportunity qualification, executive governance reviews, proposal development, and contract negotiations.
Orchestrate multidisciplinary teams across Strategy, Consulting, Technology, Operations, Data & AI, Digital Engineering, and Managed Services.
Lead executive presentations, proposal defenses, workshops, and commercial discussions throughout the pursuit lifecycle.
Business Transformation & Industry Reinvention
Shape enterprise-wide transformation programs aligned to client strategic priorities.
Help organizations reimagine business processes, customer experiences, operating models, and revenue growth strategies.
Position solutions that address industry-specific challenges and opportunities.
Drive conversations around enterprise reinvention, industry disruption, growth acceleration, modernization, sustainability, and innovation.
Connect business strategy to technology-enabled transformation outcomes.
Executive Client Engagement
Build trusted advisor relationships with CEOs, COOs, CFOs, CIOs, Chief Transformation Officers, and business unit leaders.
Lead strategic discussions around business growth, operational excellence, enterprise transformation, and competitive differentiation.
Facilitate executive visioning workshops and business value discussions.
Position Accenture as the preferred partner for large-scale transformation and reinvention initiatives.
Solution Development & Value Proposition Design
Shape integrated transformation solutions leveraging Accenture's full portfolio of capabilities.
Collaborate with industry, consulting, technology, operations, and AI teams to create differentiated client propositions.
Develop business cases and transformation roadmaps aligned to measurable business outcomes.
Integrate capabilities including:
Industry Transformation
Enterprise Strategy
Digital Core
Customer & Growth
Data & AI
Cloud & Infrastructure
Intelligent Operations
Managed Services
Sustainability & Reinvention
Clearly articulate value realization, ROI, productivity improvement, revenue growth, and innovation outcomes.
Commercial Leadership
Lead deal economics, pricing strategy, commercial structuring, risk assessment, and contract negotiations.
Develop complex financial models supporting large-scale transformation programs.
Ensure alignment with Accenture governance, profitability objectives, and delivery considerations.
Drive opportunities through approval processes and successful closure.
Business Development & Pipeline Growth
Originate new opportunities across priority industries and strategic accounts.
Build and maintain a robust pipeline of transformational opportunities.
Identify whitespace opportunities and cross-sell Accenture capabilities.
Partner with client account teams to expand strategic relationships and drive revenue growth.
Support go-to-market initiatives, industry campaigns, and thought leadership activities.
Ecosystem & Alliance Collaboration
Collaborate with strategic technology and business ecosystem partners to strengthen client value propositions.
Leverage alliance investments, innovation programs, and co-sell initiatives.
Engage with partner executives to develop differentiated market offerings and opportunities.
Leadership & Collaboration
Lead pursuit teams across local, regional, and global organizations.
Mentor and coach capture managers, business development professionals, and junior team members.
Foster a high-performance culture centered on innovation, collaboration, and client value creation.
Contribute to capability development and sales excellence across the Industry & Enterprise practice.
Required
- Bachelor's degree in Business, Engineering, Technology, Economics, or related field.
- Extensive experience in consulting, business transformation, strategic sales, or sales capture leadership.
- Proven experience leading and closing large, complex transformation programs.
- Strong understanding of enterprise transformation, industry challenges, operating models, and digital business strategies.
- Demonstrated success engaging C-suite executives and influencing strategic decisions.
- Experience managing multidisciplinary pursuit teams and complex stakeholder environments.
- Strong commercial acumen, negotiation skills, and deal structuring experience.
Preferred
- Experience across one or more major industry sectors:
- Products
- Resources
- Communications, Media & Technology
- Financial Services
- Health & Public Service
- Government & Public Sector
- Knowledge of AI, Data, Digital Core, Cloud, Industry Platforms, and Business Transformation.
- MBA or equivalent advanced degree preferred.
- Experience within a leading consulting, technology, or professional services organization.
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