Software Sales Associate Director - Procurement Software/Tech

Accenture • St. Louis, MO

7d • $138,800 - $369,800

About The Position

The Associate Director, Software Sales owns end-to-end revenue accountability for an assigned product cluster and geography, leading complex enterprise sales cycles from origination through close. The role sells Accenture’s proprietary software portfolio in close partnership with client account teams and, where applicable, directly with clients. It coordinates a small sales team and manages technology and channel partners as sources of pipeline and co-selling support.

The position focuses on procurement software and technology. It requires the ability to explain the value of Accenture’s procurement offering to senior executives, build business cases around savings and productivity, and position AI-enabled procurement capabilities. The role contributes to product-cluster go-to-market strategy, including pricing, packaging and market prioritization. Travel may be required, varying from 25% to 100% based on business needs and client requirements.

Requirements

• At least 12 years of enterprise software sales experience, including a track record of closing seven-figure TCV deals.
• At least 12 years of experience managing long, complex sales cycles in a matrixed environment.
• Experience selling into large enterprises in at least one target industry vertical: CPG, life sciences, financial services, manufacturing or energy.
• 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; alternatively, an associate degree with a minimum of 6 years of work experience.
• Strong commercial acumen in pricing, deal structuring, ROI framing and contract negotiation.
• Executive presence and credibility in C-suite conversations.
• Experience managing or coordinating small sales teams or partner networks.
• Understanding of procurement functional areas, operational pressures, transformation goals and value levers.
• Ability to articulate procurement software value to senior executives, including CPOs, CSCOs, CIOs, CFOs and COOs, and experience engaging procurement stakeholders.
• Demonstrated ability to originate pipeline rather than relying only on inherited accounts or inbound leads.
• Knowledge of procurement software and services competitors and their AI offerings.
• Functional understanding of advanced AI concepts such as ontology, knowledge graphs and semantics, beyond AI agents.
• Ability to position advanced AI procurement as a savings, value and productivity multiplier.
• Understanding of enterprise procurement technology buying processes, approval chains, vendor-risk reviews and third-party assessments.
• Understanding of procurement SaaS commercial models, including licensing, outcome-based and value-sharing structures, and the ability to develop CFO-friendly ROI narratives.
• Understanding of procurement technology integrations with finance, supply chain, legal, risk and business functions.
• Understanding of autonomous procurement and the shift from systems of record to systems of intelligence.
• Ability to build a ProcOS business case, including addressable savings from sourcing improvements, maverick-spend reduction, contract-leakage elimination and procurement headcount efficiency.
• Willingness to travel as required; travel may range from 25% to 100% depending on business need and client requirements.
• Applicants for U.S. 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/AI-102, Google Cloud Professional ML Engineer, AWS Certified ML Specialty or Salesforce AI Specialist.

Responsibilities

• Own and deliver the annual total contract value (TCV) sales target for an assigned product cluster and market, including license, SaaS, maintenance and direct services.
• Build and manage a qualified pipeline that covers the annual sales plan, and maintain accurate forecasts in the CRM system.
• Lead multi-stakeholder enterprise sales cycles from origination through close, engaging C-suite buyers with a value-led narrative.
• Negotiate pricing, commercial terms and contractual structures in coordination with legal and deal desk.
• Drive sole-source and renewal strategies to protect and grow the installed base.
• Participate in client account planning with Accenture account teams and, where applicable, clients to identify and originate software sales opportunities.
• 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 for 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 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, 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 resolution path.
• Share win/loss insights to inform product positioning and competitive strategy.
• Build and articulate procurement-software business cases and value propositions, including savings, compliance, risk reduction and productivity benefits.
• Represent Accenture’s procurement software and AI capabilities in enterprise sales conversations and position them against the competitive landscape.

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 individual sales metrics, subject to plan terms

What This Job Offers

• Job Type: Full-time
• Career Level: Director