SAP Sales Capture Senior Manager - Resources

Accenture; Bentonville (AR); On-site; USD 120,000 - 180,000; Full time

Job summary

Accenture is seeking a Senior SAP Sales Professional to own and win competitive SAP opportunities from Phase 0 through contract execution. You will bridge Sales, Delivery, Technology, Industry, and Alliance teams to craft differentiated SAP solutions with measurable client outcomes.

You will lead deals from discovery to signature, influence C-suite stakeholders, and coordinate a cross-functional pursuit team across Accenture. Travel 25%–100% may be required depending on client needs.

Qualifications

• Minimum 8 years of enterprise technology sales experience.
• Minimum 3+ years experience closing large, complex SAP deals (S/4HANA, RISE with SAP, BTP, SuccessFactors, Ariba, and industry cloud solutions)

Responsibilities

• Own the full sales lifecycle from opportunity identification through contract signature in competitive environments
• Lead client discovery and executive alignment to define business case and ROI
• Drive qualification, win strategy, and competitive positioning at each stage of the pursuit
• Influence C-suite, VP, and program sponsor levels to shape requirements and evaluation criteria
• Co-create differentiated SAP solutions with SAP practice, industry leads, and delivery teams
• Anchor pursuits in measurable client outcomes and embed business case rigor in proposals
• Mobilize resources across Sales, Delivery, Finance, Legal, and Alliances to form competitive pursuit teams
• Cultivate relationships with SAP and ecosystem partners to strengthen deal positioning and access co-sell resources
• Engage SAP account executives and regional leaders to align on pipeline and joint go-to-market plays

Skills

Enterprise technology sales

SAP sales

Executive stakeholder engagement

Value selling

Deal origination

Alliances & partnerships

Job description

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.

• Minimum 3+ years experience closing large, complex SAP deals (S/4HANA, RISE with SAP, BTP, SuccessFactors, Ariba, and industry cloud solutions)