Software Sales Associate Director - Media Software
About The Position
The Associate Director, Software Sales owns end-to-end revenue accountability for an assigned product cluster and geography. The role leads complex enterprise sales cycles from origination through close, working with Accenture client account teams and, where applicable, directly with clients to position and sell Accenture’s proprietary software portfolio. It also coordinates a small team of sales professionals and manages channel and technology partners as sources of origination and co-selling. The position focuses on Accenture Media Suite, which includes Media Engage for OTT/IPTV, Media Sales for omni-channel advertising sales, Media Ops for broadcast operations and managed services, and Media Nexus as an agentic intelligence layer. The role requires consultative, value-based selling to media and entertainment organizations, positioning modular SaaS or self-hosted subscriptions that can complement existing technology estates. Travel may be required, ranging from 25% to 100% depending on business needs 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 to large enterprises in 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; applicants with an associate degree must have at least 6 years of work experience.
- 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 sell value-based deals through consultative selling and compete on outcomes rather than platform price.
- Experience engaging buyers at enterprise tier 1 and mid-market scale on multi-year deals combining software subscription or license with professional and managed services.
- Credibility and persuasiveness 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.
- Willingness to travel as business and client requirements dictate; travel may range from 25% to 100%.
- Applicants for US employment must have work authorization that does not now or in the future require visa sponsorship.
Nice To Haves
- MBA.
- AI certifications, such as Microsoft AI-900 or AI-102, Google Cloud Professional ML Engineer, AWS Certified Machine Learning Specialty, or Salesforce AI Specialist.
Responsibilities
- Own and deliver the annual total contract value (TCV) software sales target for an assigned product cluster and market, including licenses, SaaS, maintenance, and direct services.
- Build and manage a qualified pipeline sufficient to cover the annual sales plan and maintain accurate forecasts in the CRM system.
- Lead multi-stakeholder 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.
- Collaborate with Accenture client account teams and, where applicable, clients to identify and originate software 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 prioritization.
- Plan and participate in industry events and conferences, represent the business, host or contribute to 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 regular partner performance reviews and adjust engagement when pipeline contribution falls short of targets.
- Provide day-to-day direction to a small sales team, typically 2–4 people, setting priorities, reviewing pipeline health, supporting deal strategy, and promoting cohesive work toward shared revenue targets.
- 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 competitors and handle objections concerning price, Accenture’s services-company perception, and proof of innovation.
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Director
