Senior Sales Capture Lead, AI Deals & Strategy

Accenture; Columbus (OH); Hybrid; USD 160,000 - 238,000; Full time

Job summary

Accenture seeks a Sales Capture Senior Manager to lead end-to-end PVT AI deal shaping and sales pursuit for strategic client opportunities. You will translate secure AI priorities into compelling value propositions and collaborate with solution architects, cybersecurity, pricing, and legal teams to craft integrated commercial models.

You will drive pursuit strategy, manage inputs, and guide client negotiations, ensuring alignment with sales strategy and governance across multiple complex

Qualifications

• 8+ years of experience in sales capture, deal shaping, pursuit management or solution-led enterprise sales in consulting/professional services.
• 2+ years of direct sales experience with a quota of $10M+ (preferred).
• 3+ years of strong understanding of deal lifecycle, proposal development, pricing collaboration, and delivery handover.
• 2+ years managing cross-functional teams across multiple pursuits.
• Bachelor's degree or equivalent work experience (12+ years).

Responsibilities

• Lead end-to-end sales pursuit and deal shaping for Private AI opportunities.
• Translate client priorities into clear business value propositions.
• Collaborate with solution architects, data/AI SMEs, cloud/infrastructure, cybersecurity, and legal teams.
• Develop pursuit strategy, value hypotheses, and proposal narratives.
• Coordinate proposal development, cost reviews and price-to-win discussions.
• Facilitate client workshops, presentations, and negotiations to progress opportunities.

Skills

Sales capture

Deal shaping

PVT AI domain knowledge

Executive communication

Cross-functional collaboration

Education

Bachelor's degree or equivalent (12+ years)

Associate degree alternative (6 years experience)

Job description

Accenture seeks a Sales Capture Senior Manager to lead end-to-end PVT AI deal shaping and sales pursuit for strategic client opportunities. You will translate secure AI priorities into compelling value propositions and collaborate with solution architects, cybersecurity, pricing, and legal teams to craft integrated commercial models.

You will drive pursuit strategy, manage inputs, and guide client negotiations, ensuring alignment with sales strategy and governance across multiple complex