Senior AI Deal-Shaping & Sales Lead

Accenture PLC; Redmond; On-site; AUD 195,000 - 338,000; Full time

Job summary

Accenture PLC is seeking a Lead for end-to-end PVT AI deal shaping and sales pursuit, translating client priorities into compelling value propositions. You will collaborate with architects, data/AI SMEs, cybersecurity, delivery, pricing and legal teams to craft integrated solutions and robust commercial models.

The role requires 8+ years in enterprise sales within consulting, strong stakeholder management and a track record of pursuing and closing large deals. Travel 25–100% may be required.

Qualifications

• Minimum 8+ years in sales capture, deal shaping, pursuit management or solution-led enterprise sales in consulting/professional services.
• Minimum of 2+ years’ direct sales experience with a quota of $10M+.

Responsibilities

• Lead end-to-end sales pursuit and deal shaping activities for PVT AI opportunities, including qualification, stakeholder mapping, close plan and sales governance.
• Translate client priorities around secure AI, data control, regulatory compliance, model governance and hybrid hosting into clear business value propositions.
• Collaborate with solution architects, data/AI SMEs, cloud/infrastructure teams, cybersecurity, responsible AI, delivery, pricing and legal to create an integrated solution and commercial model.
• Develop pursuit strategy, buyer value hypothesis, message house, win themes, differentiation points, proposal storyline and orals narrative.
• Manage proposal development inputs, solution reviews, cost model reviews, price-to-win discussions and commercial assumptions to maintain alignment with sales strategy.
• Facilitate client discussions, workshops, presentations and negotiations to progress opportunities through Accenture sales stages and approvals.
• Monitor competitor positioning, client decision criteria, procurement dynamics and deal risks; adjust pursuit tactics accordingly.
• Coordinate NBM/stage-gate readiness, opportunity data quality, reviews, approvals, action logs and escalation management.
• Partner with delivery leadership to confirm delivery feasibility, transition approach, talent capacity, risk posture and handover commitments before contract signature.
• Conduct pursuit retrospectives and capture reusable lessons, proposal content, pricing insights and client objections for the broader PVT AI practice.

Skills

Sales strategy

Deal shaping

Stakeholder management

Proposal development

Pricing and negotiations

Education

Bachelor's degree or equivalent

Job description

Accenture PLC is seeking a Lead for end-to-end PVT AI deal shaping and sales pursuit, translating client priorities into compelling value propositions. You will collaborate with architects, data/AI SMEs, cybersecurity, delivery, pricing and legal teams to craft integrated solutions and robust commercial models.

The role requires 8+ years in enterprise sales within consulting, strong stakeholder management and a track record of pursuing and closing large deals. Travel 25–100% may be required.