Sales Capture Senior Manager in Redmond

About Accenture: Accenture helps the world's leading enterprises reinvent by building their digital core and unleashing the power of AI to create value at speed for organizations across industries. Our strategy is to be the reinvention partner of choice for our clients and lead in the safe, widespread adoption of AI. We bring together the talent of our approximately 814,000 people with proprietary assets and platforms, deep process and industry expertise, and leading ecosystem relationships to deliver end-to-end solutions and measurable outcomes at scale.

Role summary: Lead end-to-end PVT AI deal shaping and sales pursuit execution for strategic client opportunities, converting qualified demand into compelling proposals, commercially viable solutions and closed profitable deals.

Key Responsibilities:

• Lead end-to-end sales pursuit and deal shaping activities for PVT AI opportunities, including qualification, stakeholder mapping, close plan and sales governance.
• Translate client priorities around secure AI, data control, regulatory compliance, model governance and hybrid hosting into clear business value propositions.
• Collaborate with solution architects, data/AI SMEs, cloud/infrastructure teams, cybersecurity, responsible AI, delivery, pricing and legal to create an integrated solution and commercial model.
• Develop pursuit strategy, buyer value hypothesis, message house, win themes, differentiation points, proposal storyline and orals narrative.
• Manage proposal development inputs, solution reviews, cost model reviews, price-to-win discussions and commercial assumptions to maintain alignment with sales strategy.
• Facilitate client discussions, workshops, presentations and negotiations to progress opportunities through Accenture sales stages and approvals.
• Monitor competitor positioning, client decision criteria, procurement dynamics and deal risks; adjust pursuit tactics accordingly.
• Coordinate NBM/stage-gate readiness, opportunity data quality, reviews, approvals, action logs and escalation management.
• Partner with delivery leadership to confirm delivery feasibility, transition approach, talent capacity, risk posture and handover commitments before contract signature.
• Conduct pursuit retrospectives and capture reusable lessons, proposal content, pricing insights and client objections for the broader PVT AI practice.

Success Measures:

• PVT AI qualified pipeline converted to closed/won deals.
• Pursuit win rate, deal quality and profitability alignment.
• Proposal/orals quality and client feedback.
• Forecast accuracy, stage-gate discipline and sales governance compliance.
• Reusable pursuit assets and lessons learned contributed to the practice.

Travel may be required for this role. The amount of travel will vary from 25% to 100% depending on business need and client requirements.

Required Experience:

• Minimum 8+ years of experience in sales capture, deal shaping, pursuit management or solution-led enterprise sales in consulting/professional services.
• Minimum of 2+ years’ experience in direct sales, preferably with quota of $10M+.
• Minimum 3+ years of strong understanding of deal lifecycle, proposal development, pricing collaboration, commercial negotiation and delivery handover.
• Minimum 2+ years managing cross-functional teams, tight timelines and complex stakeholder dynamics across multiple pursuits.
• Bachelor's degree or equivalent (minimum 12 years) work experience.

Preferred Attributes:

• Preferred working knowledge of AI, data platforms, cloud/private cloud, cybersecurity, infrastructure, responsible AI or regulated enterprise technology environments.
• Client-first mindset with strong executive communication, storytelling and consultative selling skills.
• Ability to create clarity in ambiguous, fast-moving AI market situations.
• Commercial rigor with focus on profitable growth, risk-aware deal shaping and delivery credibility.
• Collaborative leadership style that brings the best of Accenture to complex client opportunities.

In addition to base pay, this Sales role is eligible for additional incentive compensation under the Sales Achievement Bonus Plan which is based on achievement toward individual sales targets, subject to Plan terms. Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience.

Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed.

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.