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

Accenture•Chicago, IL

About The Position

The Associate Director, Pre-Sales leads the technical and functional dimension of complex enterprise software sales cycles for Health & Human Services software. The role bridges product expertise with client business needs and owns the solution narrative that supports enterprise deal closure. It combines direct client engagement with partner-led opportunities, individual contribution, and team enablement. The role leads pre-sales engagements from discovery through proposals, demonstrations, and oral defenses; conducts client workshops and proofs of concept; defines solution scope, integration architecture, and deployment approaches; and serves as the primary technical and functional client contact during the pre-sales phase. It also enables channel, technology, and hyperscaler partners; develops reusable sales assets and playbooks; coaches junior team members; represents the business at industry events and client briefings; and maintains records and manages capacity across concurrent opportunities. The position focuses on U.S. Health & Human Services and integrated eligibility markets, including Medicaid, SNAP, TANF, and CHIP. It requires the ability to position benefits management capabilities and modernization approaches, develop business cases, and demonstrate AI-enabled capabilities while preserving deterministic eligibility processing, auditability, and human oversight. Travel may be required, varying 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 record supporting 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, with evidence such as delivered demos, RFP contributions, or completed proofs of concept.
Bachelor’s degree or equivalent, including a minimum of 12 years of work experience; 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 systems, including eligibility administration, case management, citizen self-service, configurable rules, federal interfaces, and reporting.
Ability to articulate product value in modernization, caseworker productivity, citizen experience, program integrity, and policy agility.
Experience engaging state agency executives, Medicaid and HHS leaders, State CIO/CTO organizations, procurement, and finance stakeholders.
Knowledge of the competitive landscape, including system integrators and ecosystem platform competitors.
Ability to position solutions across full-system modernization, modular transformation, and AI-enabled worker experience opportunities.
Knowledge of cloud software commercial models, including SaaS, subscription licensing, consumption-based pricing, implementation services, and managed services.
Ability to collaborate across product, engineering, implementation, and partner teams.

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 discovery through proposals, demonstrations, and oral defenses.
Lead client workshops and proof-of-concept engagements that connect product capabilities to 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 pre-sales.
Partner with sales leads and client account teams to qualify opportunities and define solution approaches early in the sales cycle.
Enable channel and technology partners through technical training, demo 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 refine 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 other relevant systems.
Manage pre-sales capacity across concurrent opportunities, prioritizing by deal size, strategic fit, and probability.
Collaborate with product, engineering, implementation, and partner teams to shape pursuit strategies and client outcomes.
Develop business cases around operational efficiency, risk reduction, citizen outcomes, and total cost of ownership.
Position and demonstrate AI-enabled capabilities while maintaining deterministic eligibility processing, auditability, and human oversight.