Sales Capture Lead- Technology Strategy & Transformation
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About the Role
As a Sales Capture Senior Manager within Technology Strategy & Transformation (TS&T), you will lead the origination, shaping, and closure of large, complex technology transformation deals, with a strong emphasis on cloud-led reinvention powered by Amazon Web Services (AWS).
Key Skills for This Role
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Overview
As a Sales Capture Senior Manager within Technology Strategy & Transformation (TS&T), you will lead the origination, shaping, and closure of large, complex technology transformation deals, with a strong emphasis on cloud-led reinvention powered by Amazon Web Services (AWS).
You will work closely with senior client stakeholders to define technology strategies, architect digital core transformations, and position AWS-enabled solutions that accelerate innovation, scalability, and business value.
This role combines strategic advisory, deal shaping, and commercial leadership, bringing together cross-functional teams to deliver differentiated, outcome-driven propositions.
Sales Capture Leadership
- Lead end-to-end sales capture for large, strategic transformation opportunities focused on technology strategy and cloud-enabled modernization
- Define and execute winning deal strategies, including competitive positioning, solution differentiation, and commercial structuring
- Orchestrate global, cross-functional teams to develop compelling and integrated client proposals
Client Engagement & Strategic Advisory
- Build and maintain trusted relationships with senior client stakeholders (CIO, CTO, Chief Digital Officer)
- Lead conversations on enterprise-wide transformation, including digital core, cloud strategy, and operating model evolution
- Position Accenture as a strategic partner for technology-led reinvention, with AWS as a key enabler
Solutioning & Aws-Focused Value Proposition
- Shape end-to-end transformation solutions leveraging Technology Strategy & Transformation capabilities and AWS ecosystem services
- Collaborate with AWS alliance teams, solution architects, and delivery leads to define scalable, cloud-native architectures
- Articulate clear business value, including ROI, agility, and innovation outcomes enabled through AWS adoption
- Drive the integration of AWS capabilities across data, AI, infrastructure, and application modernization initiatives
Commercial Strategy & Deal Structuring
- Lead commercial negotiations, including pricing strategy, contract structuring, and risk management for complex deals
- Ensure alignment with Accenture governance, financial targets, and compliance requirements
- Drive deal closure while balancing client value, delivery feasibility, and profitability
Business Development & Pipeline Growth
- Identify and originate new opportunities within key accounts, focusing on cloud transformation and AWS-led programs
- Build and manage a robust pipeline of TS&T-led opportunities across industries
- Contribute to go-to-market strategies and campaigns aligned with AWS and cloud transformation offerings
Collaboration & Leadership
- Work closely with account teams, AWS alliance partners, and global TS&T leadership to bring the best of Accenture to clients
- Mentor junior team members and support development of sales capture capabilities
- Foster a high-performance, collaborative, and innovation-driven culture
- Proven experience in sales capture, deal shaping, or business development within a consulting or professional services environment
- Strong track record of leading and closing large, complex technology transformation deals
- Experience in Technology Strategy, Cloud Transformation, or Enterprise Architecture engagements
- Deep understanding of AWS services, cloud platforms, and cloud-led transformation models
- Demonstrated ability to engage and influence C-suite stakeholders
Preferred Skills
- AWS certifications (e.g., AWS Solutions Architect, AWS Cloud Practitioner, or similar)
- Experience driving cloud migration, modernization, and cloud-native transformation programs
- Strong understanding of data, AI, and digital core transformation enabled by cloud platforms
- Regional experience in the Middle East market and managing regional clients
- Strong commercial acumen and negotiation skills
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