Business Development Director (Manhattan Warehouse Management)

Accenture•Chicago, IL

20d•Remote

About The Position

We are a global collective of innovators applying the New every day to improve the way the world works and lives. New is not simply staying ahead of the curve—it is pushing the curve forward, operating where possibility meets transformation, and turning bold ideas into measurable business outcomes. We partner with clients to unlock hidden value, modernize operations, and deliver innovative solutions. Supported by leading technologies, continuous learning, and a global community of diverse talent and perspectives, we help organizations transform their businesses and build new capabilities. Our expertise spans more than 40 industries across 120 countries and impacts millions of lives every day. We turn ideas into reality. You are a growth-oriented Business Development Director responsible for building, shaping, and closing a qualified pipeline of Manhattan Associates opportunities. Your primary focus is Manhattan Warehouse Management, including Manhattan Active Warehouse Management, with secondary focus on Transportation Management and Order Management. You understand how WMS can serve as the foundation for broader fulfillment, logistics, transportation, and omnichannel transformation opportunities. You combine supply chain industry knowledge, Manhattan solution credibility, executive-level relationship skills, and strong commercial acumen. You can engage senior business and technology leaders, uncover strategic priorities, translate them into differentiated solutions, and lead complex opportunities from initial identification through contract signature. This is primarily a pipeline generation and deal-closing role, rather than a day-to-day delivery management position. However, you have enough functional and technical understanding of Manhattan solutions to lead discovery conversations, shape credible transformation programs, articulate business value, and mobilize the right subject-matter experts.

Requirements

Minimum 10 years of experience in business development, enterprise technology sales, consulting sales, client development, or solution sales within supply chain, logistics, fulfillment, or warehouse management.
Minimum 6 years of demonstrated success building and closing complex, multimillion-dollar consulting, implementation, technology, or managed services opportunities.
Minimum 6 years experience owning or contributing materially to pipeline, bookings, revenue, or quota-based sales targets.
Manhattan Solution Leadership: Deep expertise in Manhattan Active Warehouse Management (MAWM) with the ability to lead executive discovery, shape transformation programs, and influence investments ranging from $5M-$50M+.
Value-Based Selling Experience: Ability to translate operational challenges into business cases and transformation roadmaps delivering measurable outcomes such as 10-30% productivity improvements, 15-25% labor savings, and improved customer fulfillment performance.
Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience)
Knowledge of Manhattan Associates warehouse management solutions, with the ability to lead executive discovery and solution-shaping conversations related to Manhattan Active Warehouse Management.
Working knowledge of Manhattan Transportation Management and Manhattan Active Order Management, including how these capabilities connect with WMS and the broader fulfillment ecosystem.
Experience developing executive relationships and selling to senior stakeholders across supply chain, operations, logistics, distribution, technology, finance, and procurement.
Ability to translate operational challenges into transformation strategies, business cases, technology roadmaps, and commercially compelling solutions.
Strong understanding of warehouse and distribution processes, including inbound, inventory, replenishment, labor, automation, outbound, fulfillment, and returns.
Understanding of WMS integration with enterprise resource planning, transportation, order management, material-handling equipment, warehouse automation, robotics, data, and external logistics platforms.
Experience leading complex pursuits involving multidisciplinary teams, alliance partners, pricing, commercial negotiations, contracting, and executive approvals.
Strong commercial judgment, including experience with deal economics, pricing, scope management, risk assessment, and contract negotiation.
Excellent executive communication, presentation, facilitation, negotiation, and stakeholder management skills.
Ability to operate effectively in a matrixed, global organization and coordinate teams without relying solely on direct reporting relationships.

Nice To Haves

Established relationships within the Manhattan Associates ecosystem or with organizations using Manhattan solutions.
Experience selling WMS transformation programs into retail, consumer goods, manufacturing, life sciences, automotive, industrial, third-party logistics, wholesale distribution, or other warehouse-intensive industries.
Experience expanding WMS opportunities into TMS, OMS, automation, cloud, data, integration, support, or managed services.
Prior experience in supply chain consulting, solution architecture, program leadership, or Manhattan implementation delivery.
Familiarity with competing warehouse, transportation, and order management platforms and the ability to position Manhattan solutions effectively.
Knowledge of artificial intelligence, warehouse automation, robotics, labor optimization, control-tower capabilities, and cloud-based supply chain platforms.
A growth mindset and the ability to continuously refine sales strategies, solution knowledge, and industry expertise in a fast-moving market.

Responsibilities

Build the Manhattan Pipeline: Develop and execute a go-to-market strategy for Manhattan solutions, with a primary emphasis on WMS-led transformation opportunities. Build qualified pipeline across new and existing accounts through account planning, relationship development, whitespace identification, industry campaigns, alliance collaboration, and targeted market outreach. Identify clients with warehouse modernization, distribution network, fulfillment, transportation, or omnichannel transformation needs. Create entry points through WMS and expand the conversation into TMS, OMS, labor management, automation, integration, analytics, and managed services where relevant. Partner with account leaders, industry teams, supply chain practitioners, and Manhattan Associates to develop coordinated account and opportunity plans. Establish and maintain relationships with senior decision-makers across supply chain, distribution, logistics, operations, technology, finance, and procurement. Maintain disciplined pipeline management, opportunity tracking, forecasting, and reporting.
Qualify and Shape Opportunities: Lead executive discovery sessions to understand client priorities, operational challenges, investment drivers, decision criteria, and transformation objectives. Qualify opportunities based on strategic fit, client sponsorship, business value, competitive position, timing, funding, and probability of closure. Shape WMS-led solutions that address warehouse modernization, distribution efficiency, inventory accuracy, labor productivity, automation, fulfillment speed, and customer service. Position TMS and OMS capabilities where they strengthen the end-to-end value proposition or create additional transformation opportunities. Translate client requirements into business outcomes, solution roadmaps, implementation approaches, and compelling value cases. Work with solution architects and delivery leaders to develop executable solutions that balance scope, value, risk, timeline, and commercial competitiveness. Develop business cases that clearly articulate expected benefits, including cost reduction, productivity improvement, working capital optimization, service-level improvement, capacity expansion, and revenue enablement. Position Accenture’s Manhattan capabilities, industry experience, assets, accelerators, ecosystem relationships, and global delivery model as sources of differentiation.
Lead Pursuits and Close Deals: Own the opportunity lifecycle from origination and qualification through solution shaping, proposal development, negotiation, and contract signature. Develop and execute pursuit strategies, including competitive positioning, stakeholder mapping, executive sponsorship, win themes, negotiation plans, and close plans. Lead responses to requests for information, requests for proposal, client presentations, workshops, demonstrations, oral presentations, and commercial discussions. Coordinate cross-functional pursuit teams that may include account executives, industry leaders, Manhattan specialists, solution architects, delivery teams, finance, pricing, legal, contracting, and alliance partners. Ensure proposals clearly communicate the client’s business case, target operating model, technology solution, transformation roadmap, implementation approach, risk mitigation strategy, and expected outcomes. Manage client objections, competitive threats, commercial issues, and internal approval requirements to maintain momentum toward closure. Negotiate commercially sound agreements that protect delivery quality while achieving revenue, margin, and risk objectives. Create urgency, establish mutual action plans, and drive clear next steps with client stakeholders throughout the sales process. Ensure a structured transition from sales to delivery, preserving client commitments, solution integrity, commercial assumptions, and relationship continuity. Identify follow-on opportunities that expand the initial WMS engagement into TMS, OMS, support services, managed services, analytics, automation, and broader supply chain transformation.
Develop Executive Relationships and Market Presence: Act as a trusted advisor to C-suite and senior executives, including Chief Supply Chain Officers, Chief Operating Officers, Chief Information Officers, distribution leaders, logistics leaders, and technology executives. Build long-term relationships that extend beyond a single pursuit and create sustainable account growth. Bring relevant insights on warehouse modernization, cloud transformation, automation, robotics, artificial intelligence, labor optimization, transportation orchestration, order fulfillment, and unified commerce. Represent Accenture at client forums, industry events, executive roundtables, alliance meetings, and Manhattan-related market activities. Develop thought leadership, client perspectives, case studies, and sales materials that strengthen Accenture’s position in the Manhattan marketplace. Use market intelligence, client feedback, competitor activity, and emerging trends to refine the Manhattan go-to-market strategy.
Strengthen the Manhattan Ecosystem: Build strong relationships with Manhattan Associates sales, alliance, product, and industry teams. Develop joint account plans, co-selling motions, market campaigns, and executive relationship strategies with Manhattan Associates. Create visibility into upcoming Manhattan opportunities, client priorities, product developments, and market demand. Connect Accenture’s industry, consulting, technology, operations, and managed services capabilities to create differentiated end-to-end solutions. Leverage Accenture assets, accelerators, delivery experience, reference clients, and global expertise to improve pursuit speed and win probability. Support the development of reusable offerings and sales plays for WMS, TMS, OMS, automation, integration, data, and post-implementation services. Coach account teams and business development professionals on Manhattan value propositions, qualification criteria, competitive positioning, and pursuit strategy.