Senior AI Sales Capture Leader – Private AI Deals

Accenture; Cleveland (OH); Hybrid; USD 137,000 - 238,000; Full time

Job summary

Accenture is seeking a Sales Capture Senior Manager to lead end-to-end PVT AI deal shaping and sales pursuit for strategic client opportunities in a hybrid US market. You will convert qualified demand into compelling proposals, collaborate with architects, security, and delivery teams, and drive commercial models to close profitable deals.

The role requires extensive experience in sales capture and cross-functional leadership, with an emphasis on secure AI, governance, and responsible AI

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 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 enterprise sales

Pricing collaboration

Cross-functional teamwork

Education

Bachelor's degree or equivalent (minimum 12 years) work experience

Job description

Accenture is seeking a Sales Capture Senior Manager to lead end-to-end PVT AI deal shaping and sales pursuit for strategic client opportunities in a hybrid US market. You will convert qualified demand into compelling proposals, collaborate with architects, security, and delivery teams, and drive commercial models to close profitable deals.

The role requires extensive experience in sales capture and cross-functional leadership, with an emphasis on secure AI, governance, and responsible AI