SAP Sales Capture Senior Manager
Senior SAP Sales Professional
Role Summary
The Senior SAP Sales Professional is a seasoned, outcomes-driven sales leader responsible for owning and winning competitive SAP opportunities from Phase 0 through contract execution. This individual serves as the primary commercial and solutioning anchor across the full Accenture organization — bridging Sales, Delivery, Technology, Industry, and Alliance teams — while cultivating a high-impact external SAP ecosystem. The role demands equal parts strategic vision, executive influence, and competitive tenacity to craft differentiated solutions that exceed client business case expectations.
Key Responsibilities
Sales Leadership & Deal Origination
- Own the full sales lifecycle from opportunity identification and Phase 0 shaping through commercial negotiation and contract signature in competitive environments
- Lead client discovery and executive alignment sessions to define the business case, articulate ROI, and position Accenture's SAP capabilities ahead of the competition
- Drive qualification, win strategy development, and competitive positioning at each stage of the pursuit lifecycle
- Influence client stakeholders at C-suite, VP, and program sponsor levels to shape requirements and evaluation criteria in Accenture's favor
Solution Differentiation & Solutioning
- Partner with Accenture's SAP practice, industry leads, technology architects, and delivery teams to co-create differentiated, client-specific SAP solutions
- Translate complex business challenges into compelling SAP-enabled transformation narratives tied to measurable outcomes
- Ensure the proposed solution and commercial construct exceed the client's stated business case and strategic objectives
Cross-Organizational Collaboration
- Mobilize and orchestrate resources across the full Accenture organization — including MU/Geographic sales, GCP/GTP delivery, Finance, Legal, and Alliances — to assemble the most competitive pursuit team
- Act as the connective tissue between sales, presales, and delivery functions to maintain deal momentum and solution integrity throughout the pursuit
Ecosystem & Alliance Management
- Cultivate and leverage relationships with SAP and key ecosystem partners (hyperscalers, AI Partners, and system integrators) to strengthen deal positioning and access co-sell resources
- Engage SAP account executives and regional leaders to align on pipeline, co-investment strategies, and joint go-to-market plays
- Drive partner-sourced leads and joint proposal collaboration to enhance win probability
Client Value & Outcome Delivery
- Anchor every pursuit in measurable client outcomes — operational efficiency, revenue growth, risk reduction — rather than product or technology features
- Champion a value-selling methodology throughout the organization and embed business case rigor into every proposal stage
Travel may be required for this role. The amount of travel will vary from 25% to 100% depending on business need and client requirements.
Qualifications
Required
- 10+ years of enterprise technology sales experience with a proven track record of closing large, complex SAP deals ($20M+)
- Deep understanding of the SAP portfolio — S/4HANA, RISE with SAP, BTP, SuccessFactors, Ariba, and industry cloud solutions
- Demonstrated experience leading competitive pursuits from Phase 0 shaping through contract execution
- Executive presence with the ability to influence C-suite and senior stakeholders across client and partner organizations
- Track record of cross-functional collaboration in a matrixed, global organization
- Strong commercial acumen including P&L awareness, deal structuring, and contract negotiation
Preferred
- Experience within a Tier 1 systems integrator or consulting firm
- Familiarity with pursuit methodologies, deal governance, and commercial frameworks
- Established relationships within the SAP ecosystem (SAP AEs, hyperscaler alliance teams, and AI partners)
- Industry vertical expertise aligned to Accenture's Product Industries (Life Science, Retail, Manufacturing, Consumer Goods and Industrial
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