Role Overview
As a Sales Capture Associate Director within Accenture’s Resources Client Group, you will originate, shape, and close large-scale transformation deals across the oil & gas industry in Qatar and the broader Middle East. You will bring deep regional and industry expertise to drive client value, leveraging Accenture’s full capabilities across Strategy, Consulting, Technology, and Operations.
This role is critical in positioning Accenture as a trusted partner for resources clients, and resources ecosystem players in the region.
Key Responsibilities
Sales Origination & Deal Closing
Originate, qualify, and close complex transformation deals, typically multi-million-dollar in size, across upstream, midstream, and downstream segments
Lead end-to-end sales cycles including opportunity identification, pursuit strategy, proposal development, commercial structuring, and contract closure
Develop compelling value propositions aligned to client business priorities (e.g., digital transformation, sustainability, operational efficiency)
Client Relationship Management
Build and maintain C-level relationships within key oil & gas clients in Qatar and the GCC
Act as a trusted advisor to senior client executives, influencing strategic agendas
Navigate complex stakeholder environments and procurement processes within state-owned and regulated entities
Industry & Market Leadership
Bring deep understanding of the Middle East energy landscape, including regulatory frameworks, localization requirements, and national strategies (e.g., energy transition, diversification)
Identify emerging trends and translate them into actionable sales opportunities
Contribute to account growth strategies and regional business development plans
Deal Shaping & Solutioning
Collaborate across Accenture practices to bring integrated solutions spanning digital, cloud, AI, SAP, asset management, and operations
Lead multidisciplinary teams to design and articulate differentiated offerings
Ensure solutions align with both client needs and Accenture’s strategic priorities
Internal Leadership
Lead and mentor deal teams and junior sales professionals
Collaborate closely with account teams, industry leads, and delivery leadership
Drive compliance with Accenture sales processes and governance frameworks
Experience
12+ years of professional experience, with a strong track record in enterprise sales or business development
Proven success closing large-scale deals in oil & gas / energy sector
Experience working within consulting, systems integrators, or technology services organizations
Industry Expertise
Deep understanding of:
Upstream / downstream operations
Digital oilfield, asset optimization, or energy transition initiatives
Regional oil & gas dynamics (Qatar, GCC)
Established network within key regional energy clients is highly preferred
Sales & Commercial Skills
Strong capability in deal shaping, commercial structuring, and negotiation
Experience managing complex RFPs and multi-stakeholder pursuits
Ability to articulate business value and ROI at executive level
Leadership & Collaboration
Demonstrated ability to lead cross-functional, geographically distributed teams
Strong stakeholder management and influencing skills
Ability to operate in a highly matrixed global organization
Education
Bachelor’s degree required
MBA or advanced degree preferred
