SAP Sales Capture Senior Manager

Accenture•Chicago, IL

1d•Hybrid

About The Position

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.

Requirements

10+ 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/4HANA, RISE with SAP, BTP, SuccessFactors, 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

Nice To Haves

Experience within 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 Industries (Life Science, Retail, Manufacturing, Consumer Goods and Industrial)

Responsibilities

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
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
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
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
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