Software Sales Associate Director - Procurement Software/Tech
AccentureAbout 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 PRO…