SAP Sales Capture Senior Manager - Resources

Accenture; Nashville (TN); On-site; USD 150,000 - 210,000; 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 lead the full sales lifecycle, influence C-suite stakeholders, and align Sales, Delivery, Technology, Industry, and Alliances into a winning pursuit.

This role emphasizes value selling, cross-functional collaboration, and ecosystem engagement with SAP and partners to drive measurable business outcomes for clients.

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).
• Ability to lead executive alignment and deal strategy in competitive environments.

Responsibilities

• Own the full sales lifecycle from opportunity identification to contract signature in competitive environments.
• Lead client discovery and executive alignment sessions to define the business case, ROI, and position Accenture's SAP capabilities.
• Drive qualification, win strategy development, and competitive positioning at each stage of the pursuit lifecycle.
• Influence C-suite and program sponsor levels to shape requirements in Accenture's favor.
• Partner with SAP practice and delivery teams to co-create differentiated SAP solutions.

Skills

Executive engagement

Deal orchestration

Value selling

Cross-functional leadership

Tools

S/4HANA

RISE with SAP

SAP BTP

SuccessFactors

Ariba

Industry Cloud

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)