Senior AI Sales & Deal-Shaping Lead

Accenture; Arlington (VA); On-site; USD 137,000 - 238,000; Full time

Benefits offered by this job

Bonus opportunities

Paid holidays

Paid time off

401(k) plan

Medical insurance

Dental insurance

Vision insurance

Life insurance

Long-term disability

Job summary

Accenture in the United States is seeking a senior sales leader to lead end-to-end PVT AI deal shaping and sales pursuit for strategic client opportunities, turning qualified demand into compelling proposals and profitable deals.

You'll collaborate with solution architects, data/AI SMEs, cloud, cybersecurity, delivery, pricing and legal to architect integrated solutions and commercial models, manage inputs, and guide client discussions through Accenture's sales stages.

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. (If Associate’s Degree, must have minimum 6 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 leadership

Deal shaping

Pursuit management

Enterprise sales

Cross-functional teamwork

Executive communication

Education

Bachelor's degree

Job description

Accenture in the United States is seeking a senior sales leader to lead end-to-end PVT AI deal shaping and sales pursuit for strategic client opportunities, turning qualified demand into compelling proposals and profitable deals.

You'll collaborate with solution architects, data/AI SMEs, cloud, cybersecurity, delivery, pricing and legal to architect integrated solutions and commercial models, manage inputs, and guide client discussions through Accenture's sales stages.