Software Product Management Pre Sales Assoc. Director - Health & Human Services Software

Accenture•St. Louis, MO

9d•$138,800 - $369,800

About The Position

As Associate Director, Pre-Sales, you lead the technical and functional dimensions of complex software sales cycles. You bring deep product expertise together with client business needs, owning the solution narrative that helps the sales team close enterprise deals. The role spans direct client engagements and partner-led opportunities, combining individual contribution with team enablement. You lead strategic pre-sales engagements from discovery through proposals, demonstrations, and oral defenses. You work with clients, sales teams, account teams, partners, and hyperscalers to define solutions, develop business cases, and frame outcomes. You also create reusable sales assets, coach junior team members, maintain accurate opportunity records, and prioritize pre-sales capacity across concurrent pursuits. The role focuses on U.S. Health & Human Services and integrated eligibility software, including programs such as Medicaid, SNAP, TANF, and CHIP. It calls for the ability to position benefits management capabilities and modernization approaches, including AI-enabled capabilities that preserve deterministic eligibility processing, auditability, and human oversight. Travel may be required and can vary from 25% to 100% based on business need and client requirements.

Requirements

At least 12 years of experience in pre-sales, solution consulting, or technical sales in enterprise software.
At least 12 years of experience with a proven track record supporting the closure of seven-figure TCV deals in complex, multi-stakeholder environments.
Deep expertise in at least one enterprise software domain relevant to the product portfolio.
At least 5 years of functional understanding of enterprise architecture, SaaS deployment models, API integration, and cloud infrastructure.
At least 5 years of experience developing reusable proposal and demo assets that improve team-wide win rates.
At least 6 months of demonstrated experience supporting pre-sales for AI-native software products, such as solutions built on LLMs, agentic workflows, or machine learning platforms, with evidence of demos, RFP contributions, or completed proof-of-concepts.
Bachelor's degree or equivalent work experience (minimum 12 years); candidates with an Associate’s Degree must have at least 6 years of work experience.
Exceptional presentation and facilitation skills, with the ability to engage and persuade technical and executive audiences.
Knowledge of the U.S. Health & Human Services and integrated eligibility market, including Medicaid, SNAP, TANF, CHIP, and related assistance programs.
Understanding of benefits management system capabilities, including eligibility administration, case management, citizen self-service, configurable rules, federal interfaces, and reporting.
Ability to articulate product value across modernization, caseworker productivity, citizen experience, program integrity, and policy agility.
Experience engaging state agency executives, Medicaid and HHS leaders, State CIO/CTO organizations, procurement stakeholders, and finance stakeholders.
Knowledge of the competitive landscape, including system integrator competition and ecosystem platform competitors.
Ability to position products for full-system modernization, modular transformation, and AI-enabled worker experience opportunities.
Ability to develop business cases focused on operational efficiency, risk reduction, citizen outcomes, and total cost of ownership.
Ability to position and demonstrate AI-enabled capabilities while maintaining deterministic eligibility processing, auditability, and human oversight.
Knowledge of cloud-based software commercial models, including SaaS, subscription licensing, consumption-based pricing, implementation services, and managed services.

Nice To Haves

Technical certification in a relevant domain.
AI certifications such as Microsoft AI-102, Google Cloud Professional ML Engineer, AWS Certified ML Specialty, or DeepLearning.AI specializations.

Responsibilities

Own end-to-end pre-sales engagements for strategic opportunities, from initial discovery through proposal, demonstration, and oral defense.
Lead client workshops and proof-of-concept engagements that translate product capabilities into measurable client outcomes.
Define solution scope, integration architecture, and deployment approach in line with client requirements and delivery standards.
Develop and deliver solution narratives for executive and technical audiences.
Serve as the primary technical and functional client contact during the pre-sales phase.
Partner with sales leads and client account teams to qualify opportunities and determine solution approaches early in the sales cycle.
Enable channel and technology partners through technical training, demo competency development, and support for complex partner-led pre-sales engagements.
Support partner and hyperscaler co-sell engagements with technical expertise and joint solution framing.
Build and maintain reusable pre-sales assets, including demo environments, solution blueprints, RFP response modules, ROI models, and competitive battle cards.
Contribute to win/loss reviews and improve the pre-sales playbook for the assigned product cluster.
Coach junior pre-sales team members on solution positioning, objection handling, and technical storytelling.
Represent the business at industry events and client briefings, deliver tailored demonstrations, engage stakeholders, and share competitive intelligence.
Maintain accurate records of pre-sales activities, solution configurations, and proposal inputs in CRM and relevant systems.
Manage pre-sales capacity across concurrent opportunities, prioritizing by deal size, strategic fit, and probability.
Collaborate across product, engineering, implementation, and partner teams to develop pursuit strategies and client outcomes.
Travel as required, with travel varying from 25% to 100% based on business need and client requirements.