SAP Sales Capture Senior Manager - Products

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 years closing large, complex SAP deals (S/4HANA, RISE with SAP, BTP, SuccessFactors, 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 Products/Retail

- 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 or consulting firm

- Familiarity with pursuit methodologies, deal governance, and commercial frameworks

- Established relationships within the SAP ecosys