Sales Capture Lead- Technology Strategy & Transformation📣 Job Ad

About the Role

Accenture Middle East is seeking a Sales Capture Lead for its Technology Strategy & Transformation (TS&T) practice in Riyadh, Saudi Arabia. This senior role is responsible for originating, shaping, and closing large, complex technology transformation deals, with a strategic emphasis on cloud-led reinvention powered by Amazon Web Services (AWS).

As a member of the TS&T team, you will engage with senior client stakeholders to define technology strategies, architect digital core transformations, and champion AWS-enabled solutions. This position requires strategic advisory, deal shaping, and commercial leadership, coordinating cross-functional teams to deliver outcome-driven propositions.

Key Responsibilities

• Lead the end-to-end sales capture process for strategic transformation opportunities, focusing on technology strategy and cloud modernization.
• Define and execute winning deal strategies, including competitive positioning, solution differentiation, and commercial structuring.
• Orchestrate global, cross-functional teams to develop integrated client proposals addressing complex business challenges.
• Build and maintain relationships with senior client stakeholders, such as CIOs, CTOs, and Chief Digital Officers.
• Lead strategic discussions on enterprise-wide transformation, including digital core modernization, cloud strategy, and operating model evolution.
• Position Accenture as a strategic partner for technology-led reinvention, utilizing AWS as a key enabler.
• Shape comprehensive transformation solutions by integrating TS&T capabilities with the AWS ecosystem.
• Collaborate with AWS alliance teams, solution architects, and delivery leads to define scalable, cloud-native architectures.
• Articulate the business value proposition of proposed solutions, including ROI, agility, and innovation outcomes from AWS adoption.
• Drive the integration of AWS capabilities across data, AI, infrastructure modernization, and application re-platforming.
• Lead commercial negotiations, including pricing strategies, contract structuring, and risk management for high-value deals.
• Ensure deal activities align with Accenture's governance frameworks, financial targets, and compliance requirements.
• Drive deal closure by balancing client value, delivery feasibility, and profitability.
• Identify and originate new business opportunities within key accounts, with an emphasis on cloud transformation and AWS-led programs.
• Build and manage a pipeline of TS&T-led opportunities across industries.
• Contribute to go-to-market strategies and campaigns aligned with AWS and cloud transformation offerings.
• Collaborate with account teams, AWS alliance partners, and global TS&T leadership.
• Mentor junior team members and support the development of sales capture capabilities.
• Foster a high-performance, collaborative, and innovation-driven culture.

Qualifications and Requirements

• Proven experience in sales capture, deal shaping, or business development within consulting or professional services.
• A strong track record of successfully leading and closing large, complex technology transformation deals.
• Demonstrated experience in Technology Strategy, Cloud Transformation, or Enterprise Architecture engagements.
• A deep understanding of AWS services, cloud platforms, and cloud-led transformation models.
• The ability to effectively engage with and influence C-suite stakeholders.

Required Skills

• Sales Capture
• Deal Shaping
• Business Development
• Technology Strategy
• Cloud Transformation
• Enterprise Architecture
• AWS Services
• Cloud Platforms
• Cloud-led Transformation Models
• C-suite Stakeholder Engagement
• AWS Certifications (*, AWS Solutions Architect, AWS Cloud Practitioner, or similar)
• Cloud Migration
• Cloud-Native Transformation
• Data Transformation
• AI Transformation
• Digital Core Transformation
• Commercial Acumen
• Negotiation Skills
• Strategic Advisory
• Commercial Leadership
• Client Engagement
• Solutioning
• Value Proposition Articulation
• Commercial Strategy
• Deal Structuring
• Pipeline Growth
• Go-to-Market Strategy
• Collaboration
• Leadership
• Mentoring
• Sales Capture Capabilities Development
• High-performance Culture
• Innovation-driven Culture

Work Environment and Additional Information

This is a full-time role based in Riyadh, Saudi Arabia. The role requires 5-10 years of experience. Experience driving cloud migration, modernization, and cloud-native transformation programs is highly preferred. A strong understanding of data, AI, and digital core transformation enabled by cloud platforms is beneficial. Regional experience in the Middle East market and managing regional clients is considered a plus.