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.

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 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)  

Preferred

+  

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…