Senior Sales Capture Lead for AI & PVT Deals

Accenture PLC; Columbus (OH); Sur place; USD 137 000 - 238 000; Plein temps

Résumé du poste

Accenture is seeking an accomplished sales leader to drive end-to-end PVT AI deal shaping and pursuit execution for strategic client opportunities in the United States. You will convert qualified demand into compelling proposals, commercial models and profitable closed deals.

The role requires extensive experience in deal lifecycle, cross-functional collaboration with architects, data/AI SMEs, cybersecurity and legal teams, and a proven track record in direct sales with large quotas.

Qualifications

• 8+ years of experience in sales capture, deal shaping, pursuit management or solution-led enterprise sales in consulting/professional services.
• 2+ years’ experience in direct sales, preferably with a quota of $10M+
• 3+ years of strong understanding of deal lifecycle, proposal development, pricing collaboration and delivery handover.
• 2+ years managing cross-functional teams, tight timelines and complex stakeholder dynamics across multiple pursuits.
• Bachelor's degree or equivalent work experience (minimum 12 years); if Associate’s Degree, must have minimum 6 years work experience.

Responsabilités

• 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.

Connaissances

Sales experience

Deal shaping

Executive communication

Storytelling

Consultative selling

Cross-functional collaboration

Formation

Bachelor's degree or equivalent

Description du poste

Accenture is seeking an accomplished sales leader to drive end-to-end PVT AI deal shaping and pursuit execution for strategic client opportunities in the United States. You will convert qualified demand into compelling proposals, commercial models and profitable closed deals.

The role requires extensive experience in deal lifecycle, cross-functional collaboration with architects, data/AI SMEs, cybersecurity and legal teams, and a proven track record in direct sales with large quotas.