SAP Sales Capture Senior Manager - Comms, Media, and Tech

The Senior SAP Sales Professional is a seasoned, outcomes-driven sales leader responsible for owning and winning competitive SAP opportunities from Phase 0 through contract execution. This individual serves as the primary commercial and solutioning anchor across the full Accenture organization — bridging Sales, Delivery, Technology, Industry, and Alliance teams — while cultivating a high-impact external SAP ecosystem. The role demands equal parts strategic vision, executive influence, and competitive tenacity to craft differentiated solutions that exceed client business case expectations.

Key Responsibilities Sales Leadership & Deal Origination Own the full sales lifecycle from opportunity identification and Phase 0 shaping through commercial negotiation and contract signature in competitive environments

Lead client discovery and executive alignment sessions to define the business case, articulate ROI, and position Accenture's SAP capabilities ahead of the competition

Drive qualification, win strategy development, and competitive positioning at each stage of the pursuit lifecycle

Influence client stakeholders at C-suite, VP, and program sponsor levels to shape requirements and evaluation criteria in Accenture's favor

Solution Differentiation & Solutioning Partner with Accenture's SAP practice, industry leads, technology architects, and delivery teams to co-create differentiated, client-specific SAP solutions

Translate complex business challenges into compelling SAP-enabled transformation narratives tied to measurable outcomes

Ensure the proposed solution and commercial construct exceed the client's stated business case and strategic objectives

Cross-Organizational Collaboration Mobilize and orchestrate resources across the full Accenture organization — including MU/Geographic sales, GCP/GTP delivery, Finance, Legal, and Alliances — to assemble the most competitive pursuit team

Act as the connective tissue between sales, presales, and delivery functions to maintain deal momentum and solution integrity throughout the pursuit

Ecosystem & Alliance Management Cultivate and leverage relationships with SAP and key ecosystem partners (hyperscalers, AI Partners, and system integrators) to strengthen deal positioning and access co-sell resources

Engage SAP account executives and regional leaders to align on pipeline, co-investment strategies, and joint go-to-market plays

Drive partner-sourced leads and joint proposal collaboration to enhance win probability

Client Value & Outcome Delivery Anchor every pursuit in measurable client outcomes — operational efficiency, revenue growth, risk reduction — rather than product or technology features

Champion a value-selling methodology throughout the organization and embed business case rigor into every proposal stage

Travel may be required for this role.  The amount of travel will vary from 25% to 100% depending on business need and client requirements. Required Minimum 8 years of enterprise technology sales experience.

Minimum 3+ years experience closing large, complex SAP deals (S/4

HANA, RISE with SAP, BTP, Success Factors, Ariba, and industry cloud solutions)
Minimum 3+ years experience carrying individual quota, preferably of $20M+Minimum 3+ years experience working with C-suite and senior stakeholders across client and partner organizations

Minimum 3+ years experience of cross-functional collaboration in a matrixed, global organization

Minimum 3+ years experience of P&L awareness, deal structuring, and contract negotiation

Industry experience required in Comms, Media, and Tech Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience)

Preferred Experience within a Tier 1 systems integrator…