Software Sales Senior Manager

Accenture•Chicago, IL

12h

About The Position

The Senior Manager, Software Sales is a high-energy individual contributor responsible for originating and advancing qualified software opportunities within an assigned territory and product scope. The role works closely with Accenture client account teams and directly with clients to develop pipeline, while supporting channel partners as a complementary source of leads. It may also include informal guidance to junior team members. The position covers pipeline origination and qualification, deal execution, partner support, and reporting. The Senior Manager develops and manages a personal pipeline, conducts client discovery, prepares value propositions and commercial proposals, coordinates pre-sales and product resources, supports contract negotiations, and maintains partner relationships. The role also produces pipeline reports, shares competitive intelligence and client feedback, and stays current on the product portfolio. Travel may be required, ranging from 0–100% depending on client and business need.

Requirements

At least 8 years of experience in enterprise software sales or a closely related commercial role.
At least 8 years of experience selling software solutions to large enterprises.
Familiarity with SaaS, license, and managed service commercial models.
Proven record of achieving and exceeding quotas.
At least 6 months of demonstrated experience selling AI-native software products built on LLMs, agentic workflows, or machine learning platforms, with evidence of pipeline originated or opportunities advanced to close.
Bachelor’s degree or equivalent, including a minimum of 12 years of work experience; with an associate’s degree, at least 6 years of work experience is required.
Strong communication and presentation skills, with confidence engaging director- and VP-level buyers.
Organized and data-disciplined, with consistent CRM hygiene, forecast accuracy, and deal documentation.
Self-starter with high resilience and comfort operating in a fast-moving, target-driven environment.

Nice To Haves

AI certifications are valued, such as Microsoft AI-900 or AI-102, Google Cloud Professional ML Engineer, AWS Certified ML Specialty, or DeepLearning.AI specialisations.

Responsibilities

Originate and qualify software sales opportunities within an assigned territory, working with Accenture client account teams and/or directly with clients.
Maintain a personal pipeline that provides sufficient coverage for the individual sales target, and keep CRM stages, forecast categories, and deal data accurate and current.
Conduct discovery conversations to identify client pain points, connect them to product capabilities, and qualify commercial fit.
Participate in client account planning for key territory targets, contributing software opportunity identification and go-to-market input.
Prepare and deliver tailored value propositions, business cases, and commercial proposals for mid-market and enterprise accounts.
Coordinate pre-sales and product resources throughout the sales cycle to maintain deal momentum.
Support contract negotiations under the direction of the AD and own commercial input for smaller and renewal deals.
Follow up on marketing-qualified leads, partner referrals, and event interactions to convert them into active pipeline.
Prepare prospect target lists for industry events and trade shows, represent the business on-site, and promptly record leads and commitments in CRM.
Maintain regular contact with channel and technology partners, share relevant sales plays and product updates, and ensure partner-sourced leads are qualified and progressed promptly.
Provide informal guidance to junior sales team members on deal progression and qualification when needed.
Produce accurate weekly pipeline reports and flag risks and upside to the AD ahead of forecast reviews.
Share competitive intelligence and client feedback with product and go-to-market teams.
Stay current on the product portfolio through enablement programmes, product updates, and sales plays.
Travel as required by client and business needs, potentially 0–100%.