Software Sales Senior Manager - Manufacturing Software

Accenture•Chicago, IL

About The Position

Accenture is hiring a Senior Manager, Software Sales, as 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 provide informal guidance to junior team members. The position focuses on manufacturing software and requires understanding of manufacturing operations technology, including MES, historians, SCADA, condition monitoring, ISA-95, OT/IT convergence, and manufacturing AI platforms. The successful candidate can position an agentic AI platform as a reasoning layer that works above existing factory systems, build outcome-based business cases, and sell subscription-based solutions through land-and-expand motions. The role engages both executive economic buyers and operational champions and coordinates activity across internal teams, direct sales, and ecosystem partners. Travel may be required, varying from 25% to 100% based on business needs and client requirements. The role is eligible for additional incentive compensation based on individual sales metrics and plan terms. The anticipated posting end date is November 28, 2026. Accenture offers medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off.

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.
A proven track record of achieving and exceeding sales quotas.
At least 6 months of demonstrated experience selling AI-native software products, such as solutions built on LLMs, agentic workflows, or machine learning platforms, with evidence of originated pipeline or opportunities advanced toward close.
Bachelor’s degree or equivalent, including a minimum of 12 years of work experience; alternatively, an associate degree with a minimum of 6 years of work experience.
Understanding of manufacturing operations technology, including MES, historians, SCADA, condition monitoring systems, and the role of an intelligence layer in enabling frontline action.
Familiarity with ISA-95 and the ability to discuss unified operational models, semantic context, and AI in manufacturing with client data or automation architects.
Experience selling to economic buyers and operational champions in discrete and process manufacturing, and positioning software as an entry point to broader manufacturing transformation.
Understanding of OT/IT convergence challenges, fragmented factory data estates, multi-site data model standardization, and shop-floor-to-cloud security and data sovereignty concerns.
Familiarity with the manufacturing AI competitive landscape, including MES incumbents, AI-native platforms, and hyperscalers, and the ability to explain their distinctions.
Ability to position an agentic AI platform as a reasoning layer above factory systems rather than as an MES replacement or point analytics tool.
Experience with land-and-expand SaaS or platform sales in an industrial or enterprise context, including qualifying entry points, expanding proven use cases across sites, and managing subscription-based commercial structures.
Familiarity with the Microsoft Azure ecosystem in enterprise sales, including co-sell motions, Azure Marketplace, Azure-native architecture, and work with Microsoft field sellers.
Ability to build business cases based on operational outcomes such as OEE improvement, downtime reduction, and defect and scrap reduction, translating these into financial terms without relying on unverifiable vendor-supplied figures.
Experience navigating complex, matrixed sales environments and coordinating direct sales, internal channels, and ecosystem partners while managing competing priorities and channel conflict.
Strong communication and presentation skills, including confidence engaging director- and VP-level buyers.
Organized and data-disciplined, with consistent CRM hygiene, forecast accuracy, and deal documentation.
Self-starter with resilience and comfort working in a fast-moving, target-driven environment.

Nice To Haves

AI certifications such as Microsoft AI-900 or AI-102, Google Cloud Professional Machine Learning Engineer, or AWS Certified Machine Learning Specialty.

Responsibilities

Originate and qualify software sales opportunities within an assigned territory, working with Accenture client account teams and/or clients directly.
Maintain a personal pipeline sufficient to cover the individual sales target and keep CRM stage, forecast category, and deal information accurate and current.
Conduct discovery conversations to identify client pain points, connect them to product capabilities, and assess commercial fit.
Contribute software opportunity identification and go-to-market input to client account planning for key territory targets.
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.
Attend industry events and trade shows, prepare prospect target lists, represent the business, and promptly record leads and commitments in the CRM system.
Maintain regular contact with channel and technology partners, share relevant sales plays and product updates, and qualify and progress partner-sourced leads 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 before forecast reviews.
Share competitive intelligence and client feedback with product and go-to-market teams.
Stay current on the product portfolio through enablement programs, product updates, and sales plays.

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