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Sales Capture Associate Director

Full time
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I.T., digital & online media services
5,001-10,000 employees
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  • Join a Global Organisation
  • Supportive career development plans to help build your career
  • Flexible work arrangements

Who we are:

People in the Sales career track grow pipeline and sales by identifying, managing, or leading the execution and closing of sales opportunities across a range of Accenture offerings. They progress by deepening sales skills, developing new skills and evolve into more complex sales roles. Sales professionals drive the sales process and outcomes, growing a profitable pipeline, through consultative and solution-oriented sales pursuit negotiations, and closure.

Accenture Products

As part of our Products team, you will work with key industry players across Retail, Travel, Industrial and Life Sciences sectors around the world. The scope of your role, exposure to clients and cutting-edge technologies will provide an ideal platform to develop your exceptional consulting career.

Our Products Group brings together people with first-class consultancy, technology and business skills and specialist industry expertise and clients across these industries. To join us you’ll need the sharp thinking to develop innovative strategies, contribute to profitable sales growth, improve operations and reduce risk through our solutions.

What will you do:

The Sales Capture Lead - focused on growing Accenture’s Products business, manages opportunities through all phases of the sales process, including qualification, sales pursuit and close by applying deep sales process and offering expertise. Develop relationships with key buyers and decision-makers at new and existing clients by utilising a differentiated roadmap and framework to enable our client’s transformation. Act as point of contact for resolution and escalation of all key sales and commercial items with the client and internally.

Lead opportunities from qualification to deal close. Develop innovative solutions with our deal teams, provide differentiated value propositions and commercial and pricing deal shapes to drive transformational value and growth, and profitable sales for Accenture. Demonstrate a thorough understanding of the client's industry and market trends. Develop relationships with key buyers at new and/or existing clients. May be required to contribute to and/or origination efforts.

Key responsibilities:

  • Interacts with senior management levels at clients and within Accenture, determines pursuit strategies, develops client messaging plans and relationships, and applies transformation practices.
  • Creates sales campaign strategy and ensure involvement of Accenture Leadership to develop winning and differentiation proposals.
  • Directs commercial and pricing deal shape and negotiation to successful closure
  • Operates within large teams and directs specific team sales activities

Here's what you need:


  • Minimum 7 years’ experience
  • Selling/closing deals in the professional services space in the following areas: Systems Integration, Outsourcing, IT transformation
  • Direct sales with quota of $20M+
  • C-Level client relationship building and relationship management
  • Proven sales track record for developing and selling large ($5M - $20M+ TCV) IT, Applications and/or Business Process Outsourcing opportunities
  • Proven experience in shaping deals, understands commercial options of deal economics
  • Deep experience in dealing with senior executives of ASX 200 companies
  • Extensive relevant experience, including industry experience and proven track record against multi-million-dollar deals and sales targets; experience in selling large scale projects to ASX 200 firms within Australia

Professional Skills

  • Exceptional communication (written and oral) and interpersonal skills
  • Strong organisational, multi-tasking, time-management, and analytical skills
  • Experience working within a large, matrixed company environment.
  • Teamwork, and collaboration in a professional setting
  • Excellent negotiation, influence, mediation, and conflict management skills
  • Excellent commercial acumen and industry acumen
  • High energy level and ability to work well in demanding client environments and drive to an outcome
  • Ability to meet travel requirements, when required

About Accenture

Accenture is a global professional services company with leading capabilities in digital, cloud and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Technology and Operations services and Accenture Song — all powered by the world’s largest network of Advanced Technology and Intelligent Operations centers. Our 738,000 people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners, and communities. Visit us at

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