Software Sales Associate Director - Procurement Software/Tech

Job description

About Accenture Accenture helps the world's leading enterprises reinvent by building their digital core and unleashing the power of AI to create value at speed for organizations across industries. Our strategy is to be the reinvention partner of choice for our clients and lead in the safe, widespread adoption of AI, and to be the most client-focused, AI-enabled, great place to work in the world. We bring together the talent of our approximately 814,000 people with proprietary assets and platforms, deep process and industry expertise, and leading ecosystem relationships to deliver end-to-end solutions and measurable outcomes at scale. Through our Reinvention Services, we offer broad expertise across Cybersecurity, Digital Core, Finance, Industry and Enterprise, Song, Supply Chain and Engineering, and Talent, with advanced capabilities in AI and Data, Industry and Process, and Technology. We serve approximately 9,000 clients and generated approximately $74 billion in FY26 revenue. Visit us at accenture.com. 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 AND PRODUCT FIT: Understanding of the procurement’s functional scope including sourcing, request-to-pay, category management, supplier management, contract lifecycle management, risk management, sustainability, intake, orchestration Understanding of the operational pressures driving procurement transformation, cost savings, and other value levers for clients and the challenges to execute on these programs Ability to articulate the ProcOS value proposition to a CPO, CSCO, CIO, CFO or COO: cost savings from improved sourcing and strategic procurement, contract compliance uplift, supplier risk reduction and procurement team productivity gain through AI automation Experience engaging senior buyers in procurement and its key internal stakeholders: Chief Procurement Officer, VP Supply Chain, CFO, Head of Shared Services and Head of IT. Experience selling into at least one target industry vertical at enterprise scale (CPG, Life Sciences, Financial services, manufacturing, energy) and deep relationships across domains. Understanding of how enterprise organizations buy procurement technology: the typical approval chain across procurement, IT, finance and legal; vendor risk and third-party assessment processes; and the dynamic of selling to a CPO whose function is being transformed. Demonstrated track record of self-originated pipeline, not just inherited accounts or inbound leads. Knowledge of the procurement software and services competitive landscape — vendors such as Coupa, SAP Ariba, Ivalua, Jaggaer, Zip, Oro, the Startups, Hyperscalers (Google, Amazon), and services (Deloitte, GEP) and their AI offerings Functional understanding of advanced AI concepts (Ontology, Knowledge Graphs, Semantics) beyond “Agents” Ability to position advanced AI procurement (beyond Agents) as a savings, value and productivity multiplier for procurement teams across the procurement functional domains. Awareness of the Forward Deployed Engineer models and how they are used to rapidly deploy, connect, and get clients to value faster on the product, and how they can be part of the commercial structure. Understanding of the commercial models for procurement SaaS: license models, outcome-based pricing including managed spend as a commercial metric, value-sharing commercial structures and the CFO-friendly ROI narrative of procurement. Understanding of the integration of procurement with other functions and their technology including Finance, Supply Chain, Legal, Risk, and the business. Awareness of the market for autonomous procurement: the shift from system-of-record to system-of-intelligence, and how agentic procurement redefines the role of the procurement professional. Ability to build a business case for the ProcOS, including addressable savings from improved sourcing, maverick spend reduction, contract leakage elimination and procurement headcount efficiency. 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. 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) Professional Experience: Strong commercial acumen: pricing, deal structuring, ROI framing and contract negotiation. Executive presence: credible and persuasive in C-suite conversations. Experience managing or coordinating small sales teams or partner networks. Bonus if you have: MBA is a plus. AI certif