SAP Sales Capture Senior Manager - Comms, Media, and Tech

Accenture • Walnut Creek, CA • 3h ago

The Senior SAP Sales Professional is a seasoned, outcomes-driven sales leader responsible for owning and winning competitive SAP opportunities from Phase 0 through contract execution. This individual serves as the primary commercial and solutioning anchor across the full Accenture organization - bridging Sales, Delivery, Technology, Industry, and Alliance teams - while cultivating a high-impact external SAP ecosystem. The role demands equal parts strategic vision, executive influence, and competitive tenacity to craft differentiated solutions that exceed client business case expectations.

Key Responsibilities

Sales Leadership & Deal Origination

Own the full sales lifecycle from opportunity identification and Phase 0 shaping through commercial negotiation and contract signature in competitive environments

Lead client discovery and executive alignment sessions to define the business case, articulate ROI, and position Accenture's SAP capabilities ahead of the competition

Drive qualification, win strategy development, and competitive positioning at each stage of the pursuit lifecycle

Influence client stakeholders at C-suite, VP, and program sponsor levels to shape requirements and evaluation criteria in Accenture's favor

Solution Differentiation & Solutioning

Partner with Accenture's SAP practice, industry leads, technology architects, and delivery teams to co-create differentiated, client-specific SAP solutions

Translate complex business challenges into compelling SAP-enabled transformation narratives tied to measurable outcomes

Ensure the proposed solution and commercial construct exceed the client's stated business case and strategic objectives

Cross-Organizational Collaboration

Mobilize and orchestrate resources across the full Accenture organization - including MU/Geographic sales, GCP/GTP delivery, Finance, Legal, and Alliances - to assemble the most competitive pursuit team

Act as the connective tissue between sales, presales, and delivery functions to maintain deal momentum and solution integrity throughout the pursuit

Ecosystem & Alliance Management

Cultivate and leverage relationships with SAP and key ecosystem partners (hyperscalers, AI Partners, and system integrators) to strengthen deal positioning and access co-sell resources

Engage SAP account executives and regional leaders to align on pipeline, co-investment strategies, and joint go-to-market plays

Drive partner-sourced leads and joint proposal collaboration to enhance win probability

Client Value & Outcome Delivery

Anchor every pursuit in measurable client outcomes - operational efficiency, revenue growth, risk reduction - rather than product or technology features

Champion a value-selling methodology throughout the organization and embed business case rigor into every proposal stage

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

Minimum 8 years of enterprise technology sales experience.

Minimum 3+ years experience closing large, complex SAP deals (S/4HANA, RISE with SAP, BTP, SuccessFactors, Ariba, and industry cloud solutions)

Minimum 3+ years experience carrying individual quota, preferably of $20M

Minimum 3+ years experience working with C-suite and senior stakeholders across client and partner organizations

Minimum 3+ years experience of cross-functional collaboration in a matrixed, global organization

Minimum 3+ years experience of P&L awareness, deal structuring, and contract negotiation

Industry experience required in Comms, Media, and Tech

Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate's Degree, must have minimum 6 years work experience)

Preferred

Experience within a Tier 1 systems integrator or consulting firm

Familiarity with pursuit methodologies, deal governance, and commercial frameworks

Established relationships within the SAP ecosystem (SAP AEs, hyperscaler alliance teams, and AI partners)

Industry vertical expertise aligned to Accenture's Product (Life Science, Retail, Manufacturing, Consumer Goods and Industrial), Resources, or Comms and Media industries

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. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired as set forth below.We anticipate this job posting will be posted until 10/19/2026.Accenture offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off. See more information on our benefits here:

U.S. Employee Benefits | Accenture (https://www.accenture.com/us-en/careers/local/benefits)

Role Location Annual Salary Range

California $136,800 to $237,600

Colorado $136,800 to $237,600

Connecticut $136,800 to $237,600

District of Columbia $136,800 to $237,600

Illinois $136,800 to $237,600

Maine $136,800 to $237,600

Maryland $136,800 to $237,600

Massachusetts $136,800 to $237,600

Minnesota $136,800 to $237,600

New York $136,800 to $237,600

New Jersey $136,800 to $237,600

Ohio $136,800 to $237,600

Virginia $136,800 to $237,600

Washington $136,800 to $237,600

Requesting an Accommodation

Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired.

If you would like to be considered for employment opportunities with Accenture and have accommodation needs such as for a disability or religious observance, please call us toll free at 1 (877) 889-9009 or send us an email or speak with your recruiter.

Equal Employment Opportunity Statement

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.?Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities.

For details, view a copy of the?Accenture Equal Opportunity Statement (https://www.accenture.com/content/dam/accenture/final/accenture-com/document-4/Accenture-Equal-Opportunity-Statement.pdf#zoom=50)

Accenture is an EEO and Affirmative Action Employer of Veterans/Individuals with Disabilities.

Accenture is committed to providing veteran employment opportunities to our service men and women.

Other Employment Statements

Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States.

Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.

Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process. Further, at Accenture a criminal conviction history is not an absolute bar to employment.

The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.

California requires additional notifications for applicants and employees. If you are a California resident, live in or plan to work from Los Angeles County upon being hired for this position, please click here for additional important information.

Please read Accenture's Recruiting and Hiring Statement for more information on how we process your data during the Recruiting and Hiring process.

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