Software Sales Senior Manager - Manufacturing Software

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 Senior Manager, Software Sales you are a high-energy individual contributor focused on originating and advancing qualified software opportunities within an assigned territory and product scope. You work closely with Accenture client account teams and directly with clients to develop pipeline, and support channel partners as a complementary source of leads. Where needed, you provide informal guidance to junior team members. WHAT YOU WILL DO Pipeline origination and qualification Originate and qualify new software sales opportunities within an assigned territory, working closely with Accenture client account teams and/or directly with the client. Manage a personal pipeline sufficient to ensure full coverage of the individual sales target; keep the CRM system updated with accurate stage, forecast category and deal data at all times. Conduct discovery conversations to surface client pain points, map them to our product capabilities and qualify commercial fit. Actively participate in client account planning for key targets in the territory, contributing software opportunity identification and go-to-market input. Deal execution Prepare and deliver tailored value propositions, business cases and commercial proposals for mid-market and enterprise accounts. Coordinate pre-sales and product resources throughout the sales cycle to maintain momentum. Support contract negotiation under the direction of the AD; own commercial input for smaller and renewal deals. Follow up on marketing-qualified leads, partner referrals and event interactions to convert into active pipeline. Attend industry events and trade shows: prepare a target list of prospects, represent the business on-site, and log all leads and commitments in the CRM system promptly after the event. Partner support Maintain regular contact with channel and technology partners in the assigned territory: share relevant sales plays and product updates, and ensure partner-sourced leads are qualified and progressed without delay. Provide informal guidance to junior sales team members on deal progression and qualification where needed. Reporting Produce accurate weekly pipeline reports; flag risks and upside to the AD ahead of forecast reviews. Share competitive intelligence and client feedback with product and go-to-market teams. Stay current on the full product portfolio through enablement programmes, product updates and sales plays. PRODUCT AND INDUSTRY FIT Understanding of the manufacturing operations technology landscape: the role of MES, historians, SCADA, and condition monitoring systems — and why existing data infrastructure has not translated into confident frontline action without an intelligence layer above it. Familiarity with ISA-95 as a manufacturing data standard: how it structures OT and IT data into a unified operational model, and the ability to engage credibly with a client's data or automation architect on why semantic context matters for AI in manufacturing. Experience selling to both economic buyers and operational champions in discrete and process manufacturing: COO, CFO, and Chief Digital Officer on one side; VP Manufacturing, Head of Operational Excellence, Maintenance Supervisor, and Quality Manager on the other — with the ability to position a software product as the entry point to a large-scale manufacturing transformation program, and an understanding that the conversation and sales motion differ materially between executive sponsors and operational champions. Understanding of the OT/IT convergence challenge: fragmented data estates across historians, PLCs, SCADA, MES, and ERP; the difficulty of standardising data models across factory sites; and the security and data sovereignty concerns that arise when connecting shop floor systems to cloud infrastructure. Familiarity with the manufacturing AI competitive landscape: MES incumbents (Siemens, Rockwell, AVEVA), AI-native platforms (Cognite, Symphony AI), and hyperscalers (Azure, AWS) — and the ability to articulate where an agentic AI platform sits relative to each without conflating them. Ability to position an agentic AI platform correctly: as a reasoning layer above existing factory systems that translates fragmented data into guided action — not as an MES replacement or a point analytics tool. Experience with land-and-expand SaaS or platform sales motions in an industrial or enterprise context: qualifying entry points, building from a proved use case toward multi-site expansion, and managing subscription-based commercial structures. Familiarity with the Microsoft Azure ecosystem in an enterprise sales context: co-sell motions, Azure Marketplace, and how an Azure-native architecture affects both the client conversation and the partnership dynamic with Microsoft field sellers. Ability to build a business case grounded in operational outcomes — OEE improvement, downtime reduction, defect and scrap reduction — and translate those into financial terms relevant to a CFO or COO, without relying on vendor-supplied numbers the client cannot verify. Experience navigating complex, matrixed sales environments, coordinating pursuit activity across direct sales, internal channels, and ecosystem partners — with the ability to align competing priorities, manage channel conflict, and maintain commercial momentum. Travel may be required for this role.  The amount of travel will vary from 25% to 100% depending on business need and client requirements. Here’s What You Need: Minimum 8+ years of experience in enterprise software sales or a closely related commercial role. Minimum 8+ years experience selling software solutions to large enterprises; familiarity with SaaS, license and managed service commercial models. Proven track record achieving and exceeding quotas. Minimum 6 months of demonstrated experience selling AI-native software products — solutions built on LLMs, agentic workflows or machine learning platforms — with evidence of pipeline originated or opportunities advanced to close. 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: AI certifications (e.g. Microsoft AI-900/AI-102, Google Cloud Professional ML Engineer, AWS Certified ML Specialty) are valued. Professional Experience: Strong communication and presentation skills; confident engaging director and VP-level buyers. Organized and data-disciplined: consistent CRM hygiene, forecast accuracy and deal documentation. Self-starter with high resilience, comfortable operating in a fast-moving, target-driven environment 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 exper