Overview As a Sales Manager (Enterprise Deal Lead), you will win and close complex, high-value consulting and technology services deals—typically $10M+—from first qualification through contract signature. You will lead the full pursuit, define how we will win, run the commercial and contractual negotiations, and mobilize the right internal experts to build a compelling, deliverable solution that creates measurable outcomes for the client and profitable growth for Accenture.
Who we are
Accenture’s CMT Client Group combines deep industry expertise with world‑class technology capabilities to help clients transform at speed and scale. You will work with multidisciplinary teams that bring together cloud, data, AI, managed services, security, digital engineering and strategic consulting. Backed by Accenture’s global delivery network and innovation ecosystem, you will shape deals that unlock growth and deliver measurable business value.
Key Responsibilities Deal Leadership & Closing: Own large deal pursuits end-to-end (often multi-service, multi-country, and involving multiple decision-makers), typically >$10M. Act as the overall deal lead for your opportunities, or lead a major workstream within a larger pursuit. Drive disciplined execution across the sales cycle: qualify → shape solution → build proposal → negotiate → close.
Strategy, Value Proposition & Differentiation: Define and run the win strategy (why the client chooses us), competitive strategy (how we beat alternatives), and close plan (how we get to signature). Build an outcome-based business case and value proposition (e.g., cost reduction, faster time-to-market, risk reduction, customer experience improvement). Translate client challenges into a clear solution approach by leveraging Accenture capabilities, reusable assets, and proven delivery methods (no prior Accenture knowledge required—this means “use what we have and what works to solve the problem”).
Client Relationship Development: Build and expand senior client relationships that enable access, influence, and decision clarity. Navigate complex buying groups (IT, business, procurement, finance, legal, risk) and influence decision-makers through structured messaging and trust.
Pursuit Orchestration & Stakeholder Alignment: Lead a cross-functional pursuit team (solution experts, delivery leaders, finance, legal, contracting, industry specialists). Create and maintain a stakeholder map and influence plan to anticipate objections and unblock decisions. Quickly resolve issues across scope, pricing, solution feasibility, risk, timeline, and governance—with the client and internally.
Contracting, Risk & Approvals: Lead or support development of key sales documents, including proposal, pricing/commercial model, and Statement of Work (SoW) (what we will deliver, by when, and under what assumptions). Drive alignment on contract terms and conditions (e.g., liabilities, service levels, change control, acceptance criteria) in collaboration with legal and risk teams. Ensure the deal follows internal review and approval steps before signature.
Qualifications
A Master’s degree in Business, Economics, Engineering or a related field.
Several years of experience in sales, business development or large‑deal pursuit roles, ideally in the Communications, Media & High-Tech sector or within complex B2B environments.
Proven track record in closing high‑value deals involving multiple stakeholders.
Experience working in international or matrixed environments is an advantage.
Strong commercial acumen and ability to structure complex deals.
Experience with value articulation, business cases and competitive differentiation.
Excellent communication, negotiation and storytelling capabilities.
Ability to coordinate cross‑functional teams under tight timelines.
Strong problem‑solving, analytical and stakeholder management skills.
Ability to influence senior decision-makers and build trust.
Disciplined pursuit management and ability to drive momentum.
Entrepreneurial mindset with comfort in ambiguity and fast‑paced environments.
Team leadership and the ability to motivate diverse specialists toward a shared win strategy.
English with fluency in either French or Dutch required.
Bonus Points Experience with CMT industry clients (telecom, media, high-tech).
Understanding of technology-led transformations (cloud, data, AI, modern engineering).
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