SAP Utilities Sales Director

Drive the growth of a leading SAP Utilities platform and shape digital energy solutions. Lead strategic sales and expand the market across Germany and Europe.

You lead the commercial success of a flagship SAP Utilities platform — driving go-to-market strategy and personally originating complex, multi-million euro sales opportunities across Germany and CEE. This is a hybrid role: part GTM architect, part hands‑on deal originator. You will shape the commercial framework the wider sales team operates within, and personally lead strategic pursuits as the platform expands.

You will work closely with the Product Manager and pre‑sales function to define licensing models, modularisation entry points, and a repeatable GTM motion — building the commercial infrastructure of a scaling platform inside a firm with genuine assets, client relationships, and brand behind it.

At Accenture, you shape the environment in which you thrive – with ways of working that suit you. You stay flexible and become part of a team full of unique individuals who make a difference together.

• Define the commercial model.
  Develop and own the licensing framework across on‑premise, SaaS/multi‑tenant, and SI‑led models; set pricing principles and guardrails so the sales team can operate consistently

• Build the GTM architecture.
  Define the Ideal Customer Profile across Germany and CEE, shape the modularisation strategy with the Product Manager, and map the competitive landscape

• Lead high‑value sales pursuits.
  Personally originate and close complex deals, typically exceeding €10M in contract value, including EU public procurement and tender processes

• Expand and leverage your network.
  Build pipeline from Accenture's existing client base and net‑new targets; use your utility industry network and presence at E‑world, BDEW, SAP for Utilities, and CEE industry forums

• Define the CEE entry strategy.
  Identify priority markets, assess partner vs. direct models, and lead the first pursuits in the region

• Professionalise the commercial motion.
  Systematise what is currently deal‑by‑deal selling: qualification criteria, proposal standards, pricing governance, and pipeline forecasting

• Feed market intelligence back into the product.
  Translate prospect objections, competitor moves, and lost deal analysis into structured input for the Product Manager and Product Owner

• 10+ years in enterprise software or platform sales - with a demonstrable track record closing complex deals in the utility or energy sector

• Deep functional knowledge of SAP IS‑U or SAP S/4
  
  HANA Utilities - sufficient to be credible with a utility CIO or Head of Billing from day one

• An active, senior network in DACH utility procurement, IT leadership, or transformation decision‑making

• Experience selling both on‑premise and SaaS/managed service models - and a genuine understanding of the commercial and contractual differences between them

• Comfortable operating at CIO, functional VP, or programme director level - whether selling to that audience or having been that audience

• Able to build commercial structure from scratch — not just operate within an existing playbook

• Fluent in German and English - additional CEE language capability is a plus

Candidates who will stand out have done one or more of the following: personally built or materially shaped a SaaS recurring revenue model for an enterprise software product; worked across Germany and at least one CEE market; or have past professional experience at SAP AG, a SAP Value Added Reseller, or in a utility CIO/programme director capacity.

• A senior role with direct ownership of commercial strategy and platform growth — with Accenture's client relationships, brand, and delivery capability behind you

• Competitive compensation benchmarked to ISV and product‑company norms, including performance‑based incentives

• Flexible and hybrid working arrangements

• Access to Accenture's executive network and global career development infrastructure

• Comprehensive benefits including pension, wellbeing programmes, and learning platforms

In this role, you’ll be part of Accenture Sales. Connecting…