SAP Sales Capture Senior Manager

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.

• 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

• 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

• 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

• 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

• 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.

• Minimum 8 years of enterprise technology sales experience with a proven track record of closing large, complex SAP deals ($20M+)
• Deep understanding of the SAP portfolio — S/4
  
  HANA, RISE with SAP, BTP, Success Factors, Ariba, and industry cloud solutions
• Demonstrated experience leading competitive pursuits from Phase 0 shaping through contract execution
• Executive presence with the ability to influence C-suite and senior stakeholders across client and partner organizations
• Track record of cross-functional collaboration in a matrixed, global organization
• Strong commercial acumen including P&L awareness, deal structuring, and contract negotiation
• Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience)

• Experience with in a Tier 1 systems integrator or consulting firm
• Familiarity with pursuit methodologies, deal governance, and commercial frameworks
• Established relationships within the SAP ecosystem (SAP AEs, hyperscaler alliance teams, and AI partners)
• Industry vertical expertise aligned to Accenture's Product (Life Science, Retail, Manufacturing, Consumer Goods and Industrial), Resources, or Comms and Media industries

In addition to base pay, this Sales role is eligible for additional…