Senior Sales Capture Lead - Private AI

Accenture; Philadelphia (Philadelphia County); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Medical, dental, vision

Life insurance

401(k)

Bonus opportunities

Paid holidays

Paid time off

Job summary

Accenture in the United States seeks an experienced sales leader to drive end-to-end PVT AI deal shaping and sales pursuit. You will convert qualified demand into compelling proposals, create integrated solutions, and lead cross-functional teams across architecture, delivery, pricing and legal to close profitable deals.

The role emphasizes secure AI, data governance, regulatory compliance and hybrid hosting, with travel 25-100% depending on client needs.

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

Proposal development

Pricing collaboration

Commercial negotiation

Delivery handover

Cross-functional teamwork

Executive communication

Education

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

Job description

Accenture in the United States seeks an experienced sales leader to drive end-to-end PVT AI deal shaping and sales pursuit. You will convert qualified demand into compelling proposals, create integrated solutions, and lead cross-functional teams across architecture, delivery, pricing and legal to close profitable deals.

The role emphasizes secure AI, data governance, regulatory compliance and hybrid hosting, with travel 25-100% depending on client needs.