Software Sales Associate Director - Media Software

Accenture•Chicago, IL

5d•$138,800 - $369,800

About The Position

As Associate Director, Software Sales, you own end-to-end revenue accountability for an assigned product cluster and geography, leading complex enterprise sales cycles from origination through close. You work with Accenture client account teams and, when applicable, directly with clients to position and sell the proprietary Media Suite software portfolio. You also coordinate a small sales team and manage channel and technology partners as sources of origination and co-selling. The role focuses on Accenture Media Suite, which includes Media Engage for OTT/IPTV, Media Sales for omnichannel advertising sales, Media Ops for broadcast operations and managed services, and Media Nexus as an agentic intelligence layer. The suite supports direct-to-consumer video services, cross-media advertising, broadcast operations automation, and orchestration of AI agents across existing vendor environments. It can be adopted modularly without re-platforming and deployed as SaaS or self-hosted subscription. You will engage media and entertainment organizations across broadcasters, cable networks, pay-TV and telco-TV operators, streaming platforms, studios, and sports rights holders. The role requires positioning the suite around business outcomes and value, handling competitive and buyer objections, and working with Microsoft, AWS, and execution-layer partners. Travel may be required, varying from 25% to 100% based on business need and client requirements.

Requirements

At least 12 years of enterprise software sales experience, with a track record of closing seven-figure TCV deals.
At least 12 years of experience managing long, complex sales cycles in a matrixed environment.
At least 5 years of experience selling into large enterprises across at least one target industry vertical.
At least 6 months of demonstrated experience selling AI-native software products built on LLMs, agentic workflows, or machine-learning platforms, with evidence of qualified pipeline generated or deals closed.
Bachelor's degree or equivalent, with a minimum of 12 years of work experience; candidates with an associate's degree must have at least 6 years of work experience.
Executive presence and credibility in C-suite conversations.
Experience managing or coordinating small sales teams or partner networks.
Strong commercial acumen, including pricing, deal structuring, ROI framing, and contract negotiation.
Knowledge of Accenture Media Suite products, use cases, value drivers, differentiation, and adoption model.
Understanding of the Media & Entertainment market, its segments, trends, and buyer priorities.
Ability to position Media Suite against competitive offerings and handle objections concerning price, Accenture's services-company perception, and early-cycle proof of innovation.
Experience engaging enterprise-tier and mid-market media buyers on multi-year deals combining software subscription or license with professional and managed services.
Ability to engage relevant media-sector C-suite buyers and directors/VPs, including leaders in streaming and digital, advertising sales, broadcast operations, and technology.

Nice To Haves

MBA.
AI certifications such as Microsoft AI-900/AI-102, Google Cloud Professional ML Engineer, AWS Certified ML Specialty, or Salesforce AI Specialist.
Bachelor's degree or equivalent (also referenced as a bonus qualification).

Responsibilities

Own and deliver the annual total contract value (TCV) software sales target for an assigned product cluster and market, including license, SaaS, maintenance, and direct services.
Build and manage a qualified pipeline that supports full coverage of the annual sales plan, and maintain forecast accuracy in the CRM system.
Lead multi-stakeholder enterprise sales cycles from origination through close, engaging C-suite buyers with a value-led narrative.
Negotiate commercial terms, pricing, and contractual structures in coordination with legal and deal desk teams.
Drive sole-source and renewal strategies to protect and grow the installed base.
Work with Accenture client account teams and, where applicable, clients to identify and originate software sales opportunities through account planning.
Coordinate pre-sales resources and internal specialists to accelerate pipeline velocity.
Contribute to go-to-market strategy for the assigned product cluster, including pricing, packaging, and market-segment prioritisation.
Plan and attend industry events and conferences, represent the business, participate in speaking opportunities, and complete follow-up actions within five business days.
Identify, onboard, and manage technology and channel partners, including joint go-to-market plans, deal registration, and revenue-sharing arrangements.
Enable and coach partner sales teams on product positioning, qualification criteria, and sales plays; conduct partner performance reviews and adjust engagement as needed.
Provide day-to-day direction to a small sales team, typically 2–4 professionals, including setting priorities, reviewing pipeline health, and supporting deal strategy.
Maintain accurate CRM deal data and produce weekly pipeline and forecast reports for senior leadership.
Identify deal-progression blockers and escalate them with a clear path to resolution.
Share win/loss insights to inform product positioning and competitive strategy.
Position Media Suite against competing vendors and in-house builds, address common buyer objections, and sell on outcomes rather than platform price.
Co-sell with Microsoft, AWS, and execution-layer partners such as playout, CDN, DRM, and SSAI providers.

Benefits

Medical insurance
Dental insurance
Vision insurance
Life insurance
Long-term disability coverage
401(k) plan
Bonus opportunities
Paid holidays
Paid time off
Additional incentive compensation based on achievement toward individual sales metrics, subject to plan terms