Sales Capture Associate Director - Product

Role overview

As a sales capture associate director within Accenture's products client group, you will drive growth by originating, shaping, and closing large-scale transformation deals across retail, consumer goods, airlines, and travel industries in Qatar and the wider Middle East.

You will leverage deep sector expertise to help clients respond to evolving consumer expectations, digital disruption, and operational transformation—positioning Accenture as a partner of choice.

Key responsibilities

Sales origination & deal closure

Originate, qualify, and close complex, multi-million-dollar deals across retail, FMCG, and aviation sectors

Lead full sales lifecycle: opportunity shaping, deal strategy, proposal development, pricing, and contract negotiation

Develop differentiated value propositions addressing key client priorities such as:

Omnichannel transformation

Customer experience & personalization

Supply chain resilience

Data, AI and digital commerce

Client relationship management

Build strong relationships with C-level stakeholders across major products clients (retailers, airlines, distributors, and consumer brands)

Act as a trusted advisor to business and technology leaders

Navigate procurement and decision-making structures across regional and multinational organizations

Industry & market leadership

Demonstrate understanding of the Middle East products landscape, including:

Retail market dynamics and digital commerce trends

Airline industry transformation (customer experience, operations optimization)

FMCG go-to-market strategies and distribution models

Identify emerging opportunities and convert them into sales pipeline

Deal shaping & integrated solutioning

Collaborate across Accenture offerings (strategy & consulting, technology, operations) to design end-to-end solutions

Bring together capabilities across digital commerce, ERP (SAP), cloud, AI, and supply chain

Ensure alignment between client strategy, business value, and Accenture capabilities

Internal leadership & governance

Lead cross-functional pursuit teams and mentor junior sales professionals

Collaborate with account leadership to drive account growth and pipeline maturity

Ensure adherence to Accenture's sales governance, pricing, and compliance processes

Experience

12+ years of experience in enterprise sales, business development, or consulting-led sales

Proven track record closing large, complex deals in retail, FMCG, airlines, or travel industries

Experience in consulting, SI, or technology services organization strongly preferred

Industry expertise

Strong understanding of one or more of the following:

Retail (store ops, ecommerce, customer experience)

Consumer goods (distribution, trade promotion, supply chain)

Aviation / travel (passenger experience, operations, loyalty, digital platforms)

Familiarity with regional market players and dynamics in Qatar/GCC

Sales & commercial capabilities

Expertise in deal structuring, pricing, and negotiation

Experience managing large RFPs and strategic pursuits

Ability to articulate value-driven transformation narratives to executive stakeholders

Leadership & collaboration

Strong leadership presence with ability to mobilize diverse, cross-border teams

Excellent stakeholder engagement and influencing skills

Ability to thrive in a matrixed, fast-paced environment

Education

Bachelor's degree required

MBA or equivalent preferred

About Accenture

Accenture is a leading global professional services company that helps the world's leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries.

Technology is at the core of change today, and we are one of the world's leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability.

Our broad range of services, solutions and assets across strategy & consulting, technology, operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

Equal employment opportunity statement

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, sexual orientation, gender identity or expression, marital status, citizenship status or any other basis as protected by applicable law.

Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities.