As a Sales Manager (Enterprise Deal Lead), you will win and close complex, high-value consulting and technology services deals—typically $10M+—from first qualification through contract signature. You will lead the full pursuit, define how we will win, run the commercial and contractual negotiations, and mobilize the right internal experts to build a compelling, deliverable solution that creates measurable outcomes for the client and profitable growth for Accenture.

Key Responsibilities

Deal Leadership & Closing

• Own large deal pursuits end-to-end (often multi-service, multi-country, and involving multiple decision-makers), typically >$10M.

• Act as the overall deal lead for your opportunities, or lead a major workstream within a larger pursuit.

• Drive disciplined execution across the sales cycle: qualify → shape solution → build proposal → negotiate → close.

Strategy, Value Proposition & Differentiation

• Define and run the win strategy (why the client chooses us), competitive strategy (how we beat alternatives), and close plan (how we get to signature).

• Build an outcome-based business case and value proposition (e.g., cost reduction, faster time-to-market, risk reduction, customer experience improvement).

• Translate client challenges into a clear solution approach by leveraging Accenture capabilities, reusable assets, and proven delivery methods (no prior Accenture knowledge required—this means “use what we have and what works to solve the problem”).

Client Relationship Development

• Build and expand senior client relationships that enable access, influence, and decision clarity.

• Navigate complex buying groups (IT, business, procurement, finance, legal, risk) and influence decision-makers through structured messaging and trust.

Pursuit Orchestration & Stakeholder Alignment

• Lead a cross-functional pursuit team (solution experts, delivery leaders, finance, legal, contracting, industry specialists).

• Create and maintain a stakeholder map and influence plan to anticipate objections and unblock decisions.

• Quickly resolve issues across scope, pricing, solution feasibility, risk, timeline, and governance—with the client and internally.

Contracting, Risk & Approvals

• Lead or support development of key sales documents, including proposal, pricing/commercial model, and Statement of Work (SoW) (what we will deliver, by when, and under what assumptions).

• Drive alignment on contract terms and conditions (e.g., liabilities, service levels, change control, acceptance criteria) in collaboration with legal and risk teams.

• Ensure the deal follows internal review and approval steps before signature.

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

Visit us at www.accenture.com 

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