Senior AI Sales Capture Leader (Hybrid)

Tech Sales Jobs; Mountain View (CA); Hybrid; USD 137,000 - 238,000; Full time

Job summary

Accenture helps leading enterprises reinvent by leveraging AI and digital capabilities to deliver measurable outcomes at scale. This role leads end-to-end PVT AI deal shaping and sales pursuit, coordinating across solution architects, data/AI SMEs, cloud teams, cybersecurity, and legal to craft compelling, commercially viable proposals.

You will drive value-based storytelling, collaborate with delivery leadership, and influence pricing and negotiation to close profitable engagements while

Qualifications

• 8+ years of experience in sales capture, deal shaping or pursuit management in consulting/professional services.
• 2+ years of direct sales experience with quota of $10M+.
• 3+ years of strong understanding of deal lifecycle, proposal development, pricing collaboration and delivery handover.
• 2+ years managing cross-functional teams across multiple pursuits.

Responsibilities

• Lead end-to-end sales pursuit and deal shaping activities for PVT AI opportunities.
• Translate client priorities around secure AI, data control, regulatory compliance, model governance and hybrid hosting into business value propositions.
• Collaborate with architects, data/AI SMEs, cloud teams, cybersecurity, delivery, pricing and legal to craft integrated solution.
• Develop pursuit strategy, buyer value hypothesis, message house and win themes.
• Manage proposal inputs, cost models and price-to-win discussions to stay aligned with sales strategy.
• Conduct client discussions, workshops, presentations and negotiations to move opportunities through sales stages.
• Monitor competitor positioning, client decision criteria, procurement dynamics and deal risks.
• Coordinate readiness, reviews and escalation management for opportunities.
• Partner with delivery leadership to confirm feasibility and handover commitments before signature.
• Capture lessons learned for reusable assets across practice.

Skills

Sales capture

Deal shaping

Pursuit management

Enterprise sales

Cross-functional teams

Education

Bachelor's degree

Job description

Accenture helps leading enterprises reinvent by leveraging AI and digital capabilities to deliver measurable outcomes at scale. This role leads end-to-end PVT AI deal shaping and sales pursuit, coordinating across solution architects, data/AI SMEs, cloud teams, cybersecurity, and legal to craft compelling, commercially viable proposals.

You will drive value-based storytelling, collaborate with delivery leadership, and influence pricing and negotiation to close profitable engagements while