Sales Capture Associate Director-Resources
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About the Role
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.
Key Skills for This Role
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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
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