Sales Capture Associate Director-Products
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Key skills for this role
About the Role
Accenture Middle East seeks a Sales Capture Associate Director to drive growth in retail, consumer goods, airlines, and travel industries in Qatar and the Middle East. The role requires 12+ years of enterprise sales experience, deep sector expertise, and C-level relationship management.
Key Skills for This Role
Responsibilities
- Originate, qualify, and close complex, multi million dollar deals across retail, FMCG, and aviation sectors
- Lead full sales lifecycle: opportunity shaping, deal strategy, proposal development, pricing, and contract negotiation
- Develop differentiated value propositions addressing key client priorities such as omnichannel transformation, customer experience, supply chain resilience, data, AI and digital commerce
- Build strong relationships with C level stakeholders across major Products clients (retailers, airlines, distributors, and consumer brands)
- Act as a trusted advisor to business and technology leaders
- Navigate procurement and decision making structures across regional and multinational organizations
- Demonstrate understanding of the Middle East Products landscape, including retail market dynamics, airline industry transformation, and FMCG go to market strategies
- Identify emerging opportunities and convert them into sales pipeline
- Collaborate across Accenture offerings (Strategy & Consulting, Technology, Operations) to design end to end solutions
- Lead cross functional pursuit teams and mentor junior sales professionals
Requirements
- 12+ years of experience in enterprise sales, business development, or consulting led sales
- Proven track record closing large, complex deals in Retail, FMCG, Airlines, or Travel industries
- Experience in consulting, SI, or technology services organization strongly preferred
- Strong understanding of one or more of: Retail (store ops, ecommerce, customer experience), Consumer Goods (distribution, trade promotion, supply chain), Aviation / Travel (passenger experience, operations, loyalty, digital platforms)
- Familiarity with regional market players and dynamics in Qatar/GCC
- Expertise in deal structuring, pricing, and negotiation
- Experience managing large RFPs and strategic pursuits
- Ability to articulate value driven transformation narratives to executive stakeholders
- Strong leadership presence with ability to mobilize diverse, cross border teams
- Bachelor's degree required; MBA or equivalent preferred
Full Job Posting
Role Overview
- As a Sales Capture Associate Director within Accenture’s Products Client Group, you will drive growth by originating, shaping, and closing large scale transformation deals across retail, consumer goods, airlines, and travel industries in Qatar and the wider Middle East. You will leverage deep sector
Key Responsibilities
- Sales Origination & Deal Closure: Originate, qualify, and close complex, multi million dollar deals across retail, FMCG, and aviation sectors
- Lead full sales lifecycle: opportunity shaping, deal strategy, proposal development, pricing, and contract negotiation
- Develop differentiated value propositions addressing key client priorities such as: Omnichannel transformation, Customer experience & personalization, Supply chain resilience, Data, AI and digital commerce
- Client Relationship Management: Build strong relationships with C level stakeholders across major Products clients (retailers, airlines, distributors, and consumer brands)
- Act as a trusted advisor to business and technology leaders
- Navigate procurement and decision making structures across regional and multinational organizations
- Industry & Market Leadership: Demonstrate understanding of the Middle East Products landscape, including: Retail market dynamics and digital commerce trends, Airline industry transformation (customer experience, operations optimization), FMCG go to market strategies and distribution models
- Identify emerging opportunities and convert them into sales pipeline
- Deal Shaping & Integrated Solutioning: Collaborate across Accenture offerings (Strategy & Consulting, Technology, Operations) to design end to end solutions
- Bring together capabilities across digital commerce, ERP (SAP), cloud, AI, and supply chain
- Ensure alignment between client strategy, business value, and Accenture capabilities
- Internal Leadership & Governance: Lead cross functional pursuit teams and mentor junior sales professionals
Experience
- 12+ years of experience in enterprise sales, business development, or consulting led sales
- Proven track record closing large, complex deals in Retail, FMCG, Airlines, or Travel industries
- Experience in consulting, SI, or technology services organization strongly preferred
Industry Expertise
- Strong understanding of one or more of the following: Retail (store ops, ecommerce, customer experience), Consumer Goods (distribution, trade promotion, supply chain), Aviation / Travel (passenger experience, operations, loyalty, digital platforms)
- Familiarity with regional market players and dynamics in Qatar/GCC
Sales & Commercial Capabilities
- Expertise in deal structuring, pricing, and negotiation
- Experience managing large RFPs and strategic pursuits
- Ability to articulate value driven transformation narratives to executive stakeholders
Leadership & Collaboration
- Strong leadership presence with ability to mobilize diverse, cross border teams
- Excellent stakeholder engagement and influencing skills
- Ability to thrive in a matrixed, fast paced environment
Education
- Bachelor’s degree required
- MBA or equivalent preferred
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