Sales Capture Associate Director-Products

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