Software Sales Associate Director - FinCrime

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, Software Sales you own end-to-end revenue accountability for an assigned product cluster and geography. You will lead complex enterprise sales cycles from origination through close, working closely with Accenture client account teams - and often directly with the client - to position and sell our proprietary software portfolio. You will also coordinate a small team of sales professionals and manage a network of channel and technology partners as active origination and co-selling resources.

WHAT YOU WILL DO

Revenue and pipeline

• Own and deliver the annual software sales target (TCV) for an assigned product cluster and market, covering license, SaaS, maintenance and direct services.
• Build and manage a qualified pipeline sufficient to ensure full coverage of the annual sales plan; maintain forecast accuracy across all pipeline categories in the CRM system.
• Lead multi-stakeholder sales cycles from origination through close, engaging C-suite buyers (COO, CRO, CFO) with a clear, value-led narrative.
• Negotiate commercial terms, pricing and contractual structures in coordination with legal and deal desk.
• Drive sole-source and renewal strategies to protect and grow the installed base.

Client and account engagement

• Work closely with Accenture client account teams and, where applicable, directly with the client, actively participating in client account planning to identify and originate software sales opportunities.
• Coordinate pre-sales resources and internal specialists to accelerate pipeline velocity.
• Contribute to the go-to-market strategy for the assigned product cluster, including pricing, packaging and market segment prioritization.
• Attend industry events and conferences: define a target engagement plan ahead of each event, represent the business on-site, host or contribute to speaking opportunities, and ensure all follow-up actions are executed within five business days.

Partner channels

• Identify, onboard and manage technology and channel partners as active sources of pipeline origination and co-selling, including joint go-to-market plans, deal registration and revenue-sharing arrangements.
• Enable and coach partner sales teams on product positioning, qualification criteria and sales plays so they can independently originate and progress opportunities.
• Run regular partner performance reviews and adjust engagement where pipeline contribution falls short of targets.

Team coordination

• Provide day-to-day direction to a small team of sales professionals (typically 2-4): set priorities, review pipeline health, support deal strategy and ensure the team operates cohesively toward shared revenue targets.

Reporting

• Maintain accurate deal data in the CRM system; produce weekly pipeline and forecast reports for senior leadership.
• Identify blockers to deal progression and escalate with a clear path to resolution.
• Share win/loss insights to inform product positioning and competitive strategy.

PRODUCT AND INDUSTRY FIT

• Understanding of the financial crime compliance landscape across KYC/CDD/EDD, AML transaction monitoring, sanctions and watchlist screening, and fraud operations, and the regulatory obligations driving investment in each.
• Familiarity with the operating pressure on financial crime teams, including alert backlogs, false positive volumes consuming analyst capacity, periodic review and remediation programs, and the cost of manual investigation at scale.
• Ability to articulate the Fincrime OS value proposition to a CCO, MLRO, Head of Financial Crime, COO or CFO: lower cost per case, reduced handling time, and consistent, evidenced decisions measured against an agreed quality bar.
• Ability to position Fincrime OS Financial Crime agents as a step change from manual review. The agents investigate inbound alerts and cases, gather and cite evidence, and draft narratives and recommendations, with humans in the loop at every regulated decision and a full audit trail.
• Awareness of the competitive landscape, including labor-based managed service and BPO providers, AI-native investigation vendors, and incumbent detection platforms adding AI features, and ability to position Fincrime OS as complementary to existing detection estates.
• Ability to handle common objections, including AI accuracy and explainability, model risk, data residency, vendor lock-in and workforce impact.
• Experience selling to compliance, risk, operations and procurement buyers in banking, payments, wealth, asset management and capital markets, including the CCO, MLRO, Head of AML, Head of Fraud, Head of Financial Crime Operations, CRO and COO.
• Understanding of the regulatory environment for financial crime compliance, including FATF recommendations, BSA/AML and FinCEN, OFAC, FCA guidance, EU AMLD6 and AMLA, MAS and AUSTRAC, and regulator expectations during technology and outsourcing change programs.
• Understanding of financial services processes, regulatory requirements and technology priorities relevant to the Fincrime OS value proposition.
• Experience selling and structuring multiple commercial models: outcome-based managed services priced per case with humans in the loop, SaaS-style platform subscriptions, and AI-as-a-Service consumption models. The candidate should be able to guide a client to the right model for their operating context.
• Track record in managed services sales, including baselining current operations, structuring pilots and proofs of value, planning transition and mobilization, and defining SLAs, KPIs, service credits and governance for multi-year agreements.
• Understanding of procurement dynamics for financial crime technology and services. This includes compliance, risk, IT and procurement approval chains, third-party and outsourcing risk reviews, model risk validation, information security assessment and data residency requirements.
• Ability to build a business case for Fincrime OS covering cost per case against current fully loaded cost, capacity release, backlog reduction, total cost of ownership over the term, and the cost of compliance versus the cost of non-compliance.
• Proven record of closing multi-year, multi-million dollar deals in financial services, and experience leading pursuits across pre-sales, delivery, legal and commercial teams.

Travel may be required for this role. The amount of travel will vary from 25% to 100% depending on business need and client requirements.