AI Sales Capture Lead (Hybrid)

Tech Sales Jobs; Kirkland (WA); Hybrid; USD 137,000 - 238,000; Full time

Job summary

Accenture is seeking a Sales Capture Senior Manager - Private AI to lead end-to-end pursuit and deal shaping for strategic PVT AI opportunities. You will translate client priorities into compelling value propositions and coordinate cross-functional teams across architecture, security, pricing and legal to deliver integrated, commercially viable solutions.

The role requires substantial experience in enterprise sales, cross-functional leadership and a track record of managing complex pursuits with

Qualifications

• Minimum 8+ years of experience in sales capture, deal shaping, pursuit management or solution-led enterprise sales in consulting/professional services.
• Minimum of 2+ years’ experience in direct sales, preferably with quota of $10M+
• Minimum 3+ years of strong understanding of deal lifecycle, proposal development, pricing collaboration, commercial negotiation and delivery handover.
• Minimum 2+ years managing cross-functional teams, tight timelines and complex stakeholder dynamics across multiple pursuits.
• Bachelor's degree or equivalent (minimum 12 years) work experience.

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 capture

Deal shaping

Pursuit management

Solution-led selling

Executive communication

Education

Bachelor's degree

Job description

Accenture is seeking a Sales Capture Senior Manager - Private AI to lead end-to-end pursuit and deal shaping for strategic PVT AI opportunities. You will translate client priorities into compelling value propositions and coordinate cross-functional teams across architecture, security, pricing and legal to deliver integrated, commercially viable solutions.

The role requires substantial experience in enterprise sales, cross-functional leadership and a track record of managing complex pursuits with