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.
PRODUCT AND INDUSTRY FIT
- Marketing Measurement, Analytics, and Commercial Optimization Expertise
- Understanding of modern marketing measurement approaches, including Marketing Mix Modeling (MMM), Multi-Touch Attribution (MTA), incrementality, sales and brand lift, and unified measurement. Ability to articulate the value of bringing historically fragmented measurement approaches together into a trusted view of marketing performance, investment effectiveness, and ROI.
- Ability to engage clients in discussions about the future of measurement, including how bidirectional feedback loops between top-down and bottom-up measurement approaches can create more trusted insights, faster learning cycles, improved scenario planning, and better business decision-making.
- Ability to meet clients where they are in their measurement, analytics, and decision-support journey, from marketing measurement strategy engagements and MMM methodology discussions, to software-led opportunities focused on visualization, optimization, forecasting, and scenario planning; Measurement Office and Insights-as-a-Service offerings; Bring Your Own Model (BYOM) deployments; Attribution Bridge capabilities that unlock unified measurement; and enterprise-scale Marketing Measurement Office transformations.
- Ability to articulate Marketing Investment Navigator's value proposition across multiple deployment models, including MMM-only, unified measurement, retail media measurement, commercial optimization, Measurement Office, and future growth and investment planning capabilities.
- Familiarity with how marketers, commerce teams, finance organizations, and analytics teams use measurement, forecasting, optimization, and decision-support capabilities to improve business outcomes, guide investment decisions, and demonstrate business impact.
- Ability to engage senior stakeholders across Marketing, Commerce, Finance, Analytics, Revenue, Data, and Technology functions, including CMOs, Heads of Media, Marketing Effectiveness leaders, Marketing Analytics leaders, Commerce leaders, Chief Revenue Officers, Marketing Technology leaders, Chief Data Officers, and CFO organizations.
- Understanding of the challenges organizations face with fragmented measurement, disconnected data sources, conflicting performance signals, slow insights cycles, and the lack of a single source of truth for decision-making.
- Familiarity with modern marketing, advertising, data, identity, commerce, and analytics ecosystems, including martech platforms, adtech platforms, customer data platforms (CDPs), CRM systems, retail media platforms, identity solutions, clean rooms, cloud environments, and emerging AI-enabled analytics capabilities.
- Understanding of evolving industry trends including privacy-safe measurement, identity resolution, retail media growth, AI-enabled analytics, cloud-agnostic architectures, multi-platform measurement environments, and changing approaches to marketing effectiveness and attribution.
- Ability to identify client business challenges and translate Marketing Investment Navigator capabilities into relevant business outcomes, including growth, efficiency, profitability, planning effectiveness, measurement transparency, decision confidence, and investment optimization.
- Experience building executive-level business cases that connect marketing, media, commerce, trade, and commercial investments to measurable business impact and defensible decision-making.
- Ability to communicate complex measurement, analytics, and optimization concepts in clear business language tailored to both executive and practitioner audiences.
- Ability to lead consultative sales conversations and effectively orchestrate product, industry, analytics, data science, and technology subject matter experts to address client requirements and advance opportunities through the sales cycle.
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 12+ years of experience in enterprise software sales or a closely related commercial role.
- Minimum 12+ 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)
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:
Role Location Annual Salary Range
California $163,000 to $369,800
Colorado $163,000 to $319,500
Connecticut $163,000 to $319,500
District of Columbia $173,500 to $340,200
Illinois $150,900 to $319,500
Maine $138,800 to $272,100
Maryland $163,000 to $319,500
Massachusetts $163,000 to $340,200
Minnesota $163,000 to $319,500
New York $150,900 to $369,800
New Jersey $173,500 to $369,800
Ohio $150,900 to $295,800
Virginia $150,900 to $340,200
Washington $173,500 to $340,200
