Sales Capture Associate Director - Resources

Role overview

This position sits within Accenture’s Resources Client Group and is focused on winning major transformation programs for oil and gas clients in Qatar and the wider Middle East. The role calls for strong regional knowledge and sector expertise to help create client value by drawing on Accenture’s capabilities across Strategy, Consulting, Technology, and Operations.

The position is important in strengthening Accenture’s role as a trusted advisor to resources clients and the wider resources ecosystem in the region.

Sales origination and deal closure

• Bring in, assess, and close sophisticated transformation opportunities, often worth several million dollars, across upstream, midstream, and downstream businesses.
• Run the full sales journey from spotting opportunities and setting pursuit direction to building proposals, shaping commercials, and finalizing contracts.
• Create persuasive value propositions tied to client priorities such as digital transformation, sustainability, and greater operational performance.

Client relationship management

• Develop and sustain senior-level relationships with major oil and gas customers in Qatar and the GCC.
• Serve as a dependable advisor to top executives and help shape their strategic priorities.
• Work through complex stakeholder structures and procurement channels in government-linked and regulated organizations.

Industry and market leadership

• Apply a strong grasp of the Middle East energy market, including regulation, localization expectations, and national agendas such as energy transition and diversification.
• Spot new market shifts and convert them into practical business opportunities.
• Support account expansion plans and broader regional growth initiatives.

Deal shaping and solution design

• Partner across Accenture teams to build integrated offerings that combine digital, cloud, AI, SAP, asset management, and operations.
• Guide cross-disciplinary groups in creating and presenting distinctive solutions.
• Make sure proposed solutions fit client requirements as well as Accenture’s business objectives.

Internal leadership

• Direct and coach deal teams and junior sales staff.
• Work closely with account teams, industry leaders, and delivery managers.
• Ensure sales activity follows Accenture’s process and governance standards.

Experience and background

Applicants should bring at least 12 years of professional experience, backed by a solid record in enterprise sales or business development. A history of closing large deals in oil and gas or energy is essential. Experience in consulting, systems integration, or technology services is also expected.

Industry expertise

• Strong understanding of upstream and downstream operations.
• Knowledge of digital oilfield initiatives, asset optimization, and energy transition programs.
• Familiarity with oil and gas market dynamics in Qatar and the GCC.
• A well-established network in the regional energy sector is an added advantage.

Sales and commercial capability

• Ability to shape deals, structure commercial terms, and negotiate effectively.
• Experience handling complex RFPs and multi-stakeholder pursuits.
• Skill in presenting business value and return on investment to senior executives.

Leadership and collaboration

• Proven ability to lead cross-functional teams spread across different locations.
• Strong skills in stakeholder engagement and influencing outcomes.
• Comfort working in a highly matrixed global environment.

Education

A bachelor’s degree is required. An MBA or other advanced degree is preferred.