Role Overview
As a Managed Services Sales Capture Lead, you will lead the origination, shaping, and closure of large-scale Managed Services opportunities across Technology, Operations, Cloud, Cybersecurity, Application Management, and Platform Services.
You will work directly with senior client executives to define transformation roadmaps, operating models, and managed service solutions that deliver measurable business outcomes. This role combines strategic sales, commercial leadership, solution shaping, and client relationship management to drive significant growth within Accenture's Managed Services business.
The ideal candidate will have a proven track record of winning large outsourcing, managed services, or transformation-led deals while building trusted relationships with C-suite stakeholders and mobilizing global teams to execute winning pursuit strategies.
Key Responsibilities
Sales Capture & Pursuit Leadership
Lead end-to-end sales capture activities for strategic Managed Services opportunities across multiple industries.
Develop pursuit strategies, win themes, competitive positioning, and account growth plans.
Coordinate cross-functional teams across consulting, technology, operations, delivery, legal, finance, and commercial functions.
Drive opportunity qualification, proposal development, client presentations, and executive governance processes.
Lead deal negotiations and support successful contract closure.
Managed Services Solution Shaping
Define and shape outcome-based Managed Services solutions aligned to client business objectives.
Design transformation-led operating models that improve agility, performance, scalability, and cost efficiency.
Collaborate with solution architects, delivery leaders, and industry experts to build differentiated value propositions.
Develop transition, transformation, automation, and continuous improvement roadmaps.
Integrate AI, automation, analytics, cloud, and platform capabilities into managed service offerings where appropriate.
Executive Client Engagement
Establish trusted relationships with CIOs, CTOs, COOs, CISOs, Shared Services Leaders, and business executives.
Facilitate executive workshops focused on operating model transformation, cost optimization, service modernization, and value realization.
Position Accenture as a strategic long-term partner capable of delivering business outcomes through Managed Services.
Lead discussions around governance models, service levels, business value, and innovation programs.
Commercial Leadership
Structure complex commercial models including fixed price, consumption-based, outcome-based, and hybrid engagement models.
Lead pricing strategy, financial modeling, contract negotiations, and risk management activities.
Partner with legal, finance, and commercial teams to ensure compliance with governance requirements.
Balance client value creation with profitability and delivery sustainability objectives.
Business Development & Pipeline Growth
Originate new Managed Services opportunities within existing strategic accounts and new clients.
Build and manage a healthy pipeline across Infrastructure Managed Services, Cloud Operations, Application Managed Services, Cyber Defense, Digital Workplace, and Business Operations services.
Work with account leadership to identify whitespace opportunities and expand existing engagements.
Support go-to-market initiatives, industry campaigns, and managed services growth programs.
Innovation & Transformation
Champion AI-enabled operations, automation, platform-led delivery, and continuous service improvement.
Bring industry-leading practices and emerging technologies into client discussions.
Support the evolution of Accenture's Managed Services offerings and capabilities.
Drive conversations around business outcomes rather than traditional staffing or outsourcing models.
Leadership & Collaboration
Lead multidisciplinary pursuit teams across local, regional, and global organizations.
Mentor and develop sales capture and business development professionals.
Foster a culture of collaboration, innovation, and client value creation.
Contribute to practice growth through thought leadership, market insights, and client success stories.
Qualifications
Required
Bachelor's degree in Business, Technology, Engineering, Information Systems, or a related field.
Extensive experience in technology consulting, outsourcing, managed services sales, or strategic business development.
Proven success leading and closing large, complex Managed Services or outsourcing deals.
Strong executive presence with experience engaging C-level stakeholders.
Experience developing commercial structures and negotiating complex contracts.
Demonstrated ability to lead cross-functional and geographically distributed teams.
Excellent communication, stakeholder management, and presentation skills.
Preferred
Experience in one or more of the following domains:
Cloud Managed Services
Infrastructure Services
Application Management Services (AMS)
Cybersecurity Managed Services
Digital Workplace Services
Business Process Services
Platform Operations
Knowledge of AI, automation, service modernization, and cloud-enabled operating models.
Experience working within a global consulting, technology services, or outsourcing organization.
MBA or advanced degree preferred.
