About Accenture
Accenture helps the world's leading enterprises reinvent by building their digital core and unleashing the power of AI to create value at speed for organizations across industries. Our strategy is to be the reinvention partner of choice for our clients and lead in the safe, widespread adoption of AI, and to be the most client-focused, AI-enabled, great place to work in the world. We bring together the talent of our approximately 814,000 people with proprietary assets and platforms, deep process and industry expertise, and leading ecosystem relationships to deliver end-to-end solutions and measurable outcomes at scale. Through our Reinvention Services, we offer broad expertise across Cybersecurity, Digital Core, Finance, Industry and Enterprise, Song, Supply Chain and Engineering, and Talent, with advanced capabilities in AI and Data, Industry and Process, and Technology. We serve approximately 9,000 clients and generated approximately $74 billion in FY26 revenue. Visit us at accenture.com.
THE ROLE
As Associate Director, Pre-Sales you lead the technical and functional dimension of complex software sales cycles. You bridge deep product expertise with client business needs - owning the solution narrative that enables the sales team to close enterprise deals. You work across direct client engagements and partner-led opportunities, and bring a mix of individual contribution and team enablement to every cycle you touch.
WHAT YOU WILL DO
Solution definition and client engagement
- Own the end-to-end pre-sales engagement for strategic opportunities: from initial discovery through to proposal, demonstration and oral defence.
- Lead client workshops and proof-of-concept engagements that translate product capabilities into measurable client outcomes.
- Define solution scope, integration architecture and deployment approach in alignment with client requirements and our delivery standards.
- Develop and deliver compelling solution narratives for both C-suite and technical audiences.
- Serve as the primary technical and functional point of contact for the client during the pre-sales phase.
- Partner with the sales lead and Accenture client account teams - and often directly with the client - to qualify opportunities and define the right solution approach early in the cycle.
Partner enablement
- Enable channel and technology partners on product capabilities and solution design: develop and deliver partner-facing technical enablement, build their demo competency and act as the escalation point for complex partner-led pre-sales engagements.
- Support partner and hyperscaler co-sell engagements with technical depth and joint solution framing.
Sales enablement and asset development
- Build and maintain a library of reusable pre-sales assets: demo environments, solution blueprints, RFP response modules, ROI models and competitive battle cards.
- Contribute to win/loss reviews and continuously refine the pre-sales playbook for the assigned product cluster.
- Coach junior pre-sales team members on solution positioning, objection handling and technical storytelling.
- Represent the business at industry events and client briefings: deliver tailored demonstrations, engage technical and business stakeholders on-site, and feed competitive intelligence back into the playbook.
Operations
- Maintain accurate records of pre-sales activities, solution configurations and proposal inputs in the CRM and relevant systems.
- Manage pre-sales capacity across concurrent opportunities, prioritising by deal size, strategic fit and probability.
PRODUCT AND INDUSTRY FIT
- Knowledge of the U.S. Health & Human Services and integrated eligibility market, including Medicaid, SNAP, TANF, CHIP and related assistance programs.
- Understanding of benefits management system capabilities, including eligibility administration, case management, citizen self-service, configurable rules, federal interfaces and reporting.
- Ability to articulate the product value across modernization, caseworker productivity, citizen experience, program integrity and policy agility.
- Experience engaging state agency executives, Medicaid and HHS leaders, State CIO/CTO organizations, procurement and finance stakeholders.
- Knowledge of the competitive landscape, including system integrator competition and ecosystem platform competitors.
- Ability to position the product across full-system modernization, modular transformation and AI-enabled worker experience opportunities.
- Ability to develop compelling business cases focused on operational efficiency, risk reduction, citizen outcomes and total cost of ownership.
- Ability to position and demonstrate AI-enabled capabilities while maintaining deterministic eligibility processing, auditability and human oversight.
- Knowledge of cloud-based software commercial models, including SaaS, subscription licensing, consumption-based pricing, implementation services and managed services offerings.
- Ability to collaborate across product, engineering, implementation and partner teams to create winning pursuit strategies and deliver compelling client outcomes.
Travel may be required for this role. The amount of travel will vary from 25% to 100% depending on business need and client requirements.