Software Sales Associate Director - Media Software

Job description

THE ROLE As Associate Director, Software Sales you own end-to-end revenue accountability for an assigned product cluster and geography. You will lead complex enterprise sales cycles from origination through close, working closely with Accenture client account teams — and often directly with the client — to position and sell our proprietary software portfolio. You will also coordinate a small team of sales professionals and manage a network of channel and technology partners as active origination and co-selling resources. WHAT YOU WILL DO Revenue and pipeline Own and deliver the annual software sales target (TCV) for an assigned product cluster and market, covering license, SaaS, maintenance and direct services. Build and manage a qualified pipeline sufficient to ensure full coverage of the annual sales plan; maintain forecast accuracy across all pipeline categories in the CRM system. Lead multi-stakeholder sales cycles from origination through close, engaging C-suite buyers (COO, CRO, CFO) with a clear, value-led narrative. Negotiate commercial terms, pricing and contractual structures in coordination with legal and deal desk. Drive sole-source and renewal strategies to protect and grow the installed base. Client and account engagement Work closely with Accenture client account teams and, where applicable, directly with the client, actively participating in client account planning to identify and originate software sales opportunities. Coordinate pre-sales resources and internal specialists to accelerate pipeline velocity. Contribute to the go-to-market strategy for the assigned product cluster, including pricing, packaging and market segment prioritisation. Attend industry events and conferences: define a target engagement plan ahead of each event, represent the business on-site, host or contribute to speaking opportunities, and ensure all follow-up actions are executed within five business days. Partner channels Identify, onboard and manage technology and channel partners as active sources of pipeline origination and co-selling, including joint go-to-market plans, deal registration and revenue-sharing arrangements. Enable and coach partner sales teams on product positioning, qualification criteria and sales plays so they can independently originate and progress opportunities. Run regular partner performance reviews and adjust engagement where pipeline contribution falls short of targets. Team coordination Provide day-to-day direction to a small team of sales professionals (typically 2–4): set priorities, review pipeline health, support deal strategy and ensure the team operates cohesively toward shared revenue targets. Reporting Maintain accurate deal data in the CRM system; produce weekly pipeline and forecast reports for senior leadership. Identify blockers to deal progression and escalate with a clear path to resolution. Share win/loss insights to inform product positioning and competitive strategy. INDUSTRY & PRODUCT FIT: Knowledge of Accenture Media Suite: -The four products: Media Engage for OTT/IPTV, Media Sales for omni-channel advertising sales, Media Ops for broadcast operations and managed services, and Media Nexus as theagentic intelligence layer. -Core use cases: running a direct-to-consumer video service, selling cross-media advertising, automating broadcast operations, and orchestrating AI agents across the existing vendor stack. -Value drivers: broadcast OPEX reduction, advertising revenue uplift and faster innovation. Understanding of Media Suite's differentiation and adoption model: -Agentic orchestration across vendor boundaries, sitting above the client's existing MAM, DAM, playout and ad-tech estate rather than replacing it. -Modular adoption without re-platforming: each product can be bought on its own and expanded across the suite, deployed as SaaS or self-hosted subscription. Recognition as a Leader in the 2026 IDC MarketScape for the AI-driven business cycle in the media industry. Value based deals and consultative selling Understanding of the Media & Entertainment market: -Segments: broadcasters, cable networks, pay-TV and telco-TV operators, streaming platforms, studios and sports rights holders. -Trends and buyer priorities: linear audience and advertising decline, the shift to streaming-first, growth of FAST/AVOD and BVOD/CTV advertising, sports rights economics, cost pressure on broadcast operations, the move to cloud-first, software-defined production, and strong buy-versus-build dynamics. Ability to position Media Suite against the competitive set and win on outcomes rather than platform price: -OTT and video platform vendors: e.g. Quickplay, MediaKind, Brightcove, Kaltura, Deltatre, Minerva, Accedo. -Media orchestration and cloud broadcast players: e.g. Amagi, Dalet, SDVI, Comcast Technology Solutions. -Engineering firms with agentic media accelerators: e.g. EPAM, Globant, HCLTech, Infosys. -In-house builds. Ability to handle the most common objections: price versus point vendors, the perception of Accenture as a services company, and proof of innovation early in the cycle. Ability to co-sell with Microsoft and AWS and with the execution-layer partners (playout, CDN, DRM, SSAI) that the suite orchestrates. Experience engaging buyers in media organisations at enterprise tier 1 and mid-market scale, on multi-year deals combining software subscription or licence with attached professional and managed services: -C-suite: CEO, COO, CFO, CTO, Chief Revenue Officer / Head of Advertising Sales. -Directors and VPs: Streaming and Digital, Commercial and Advertising Sales, Broadcast Operations, Technology. Travel may be required for this role.  The amount of travel will vary from 25% to 100% depending on business need and client requirements. What You'll Need: Minimum 12+ years of enterprise software sales experience, with a track record of closing seven-figure TCV deals. Minimum 12+ years experience managing long, complex sales cycles in a matrixed environment. Minimum 5+ years experience selling into large enterprises across at least one of our target industry verticals. Minimum 6+ months of demonstrated experience selling AI-native software products — solutions built on LLMs, agentic workflows or machine learning platforms — with evidence of qualified pipeline generated or deals closed. Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience) Bonus if you have: Bachelor's degree or equivalent; MBA is a plus. AI certifications (e.g. Microsoft AI-900/AI-102, Google Cloud Professional ML Engineer, AWS Certified ML Specialty, Salesforce AI Specialist) are valued. Professional Experience: Executive presence: credible and persuasive in C-suite conversations. Experience managing or coordinating small sales teams or partner networks. Strong commercial acumen: pricing, deal structuring, ROI framing and contract negotiation. Executive presence: credible and persuasive in C-suite conversations. In addition to base pay, this Sales role is eligible for additional incentive compensation which is based on achievement toward individual sales metrics, 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 11/28/2026. 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 Role Location Annual Salary Range California $163,000 t