SAP Sales Capture Senior Manager

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. 

Required

• Minimum 8 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
• Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience) 

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 (Life Science, Retail, Manufacturing, Consumer Goods and Industrial), Resources, or Comms and Media industries

In addition to base pay, this Sales role is eligible for additional incentive compensation under the Sales Achievement Bonus Plan which is based on achievement toward individual sales targets, subject to Plan terms

Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired as set forth below. We anticipate this job posting will be posted until 10/02/2026. Accenture offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off. See more information on our benefits here:

U.S. Employee Benefits | Accenture

Role Location Annual Salary Range California $116,200 to $194,300 Cleveland $116,200 to $194,300 Colorado $116,200 to $194,300 District of Columbia $116,200 to $194,300 Illinois $116,200 to $194,300 Maine $116,200 to $194,300 Maryland $116,200 to $194,300 Massachusetts $116,200 to $194,300 Minnesota $116,200 to $194,300 New York $116,200 to $194,300 New Jersey $116,200 to $194,300 Virginia $116,200 to $194,300 Washington $116,200 to $194,300

About Accenture

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. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

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