Drive the growth of a leading SAP Utilities platform and shape digital energy solutions. Lead strategic sales and expand the market across Germany and Europe.
Your Mission
You lead the commercial success of a flagship SAP Utilities platform — driving go-to-market strategy and personally originating complex, multi-million euro sales opportunities across Germany and CEE. This is a hybrid role: part GTM architect, part hands-on deal originator. You will shape the commercial framework the wider sales team operates within, and personally lead strategic pursuits as the platform expands.
You will work closely with the Product Manager and pre-sales function to define licensing models, modularisation entry points, and a repeatable GTM motion — building the commercial infrastructure of a scaling platform inside a firm with genuine assets, client relationships, and brand behind it.
At Accenture, you shape the environment in which you thrive – with ways of working that suit you. You stay flexible and become part of a team full of unique individuals who make a difference together.
What you can expect
Define the commercial model.
Develop and own the licensing framework across on-premise, SaaS/multi-tenant, and SI-led models; set pricing principles and guardrails so the sales team can operate consistently
Build the GTM architecture.
Define the Ideal Customer Profile across Germany and CEE, shape the modularization strategy with the Product Manager, and map the competitive landscape
Lead high-value sales pursuits.
Personally originate and close complex deals, typically exceeding €10M in contract value, including EU public procurement and tender processes
Expand and leverage your network.
Build pipeline from Accenture's existing client base and net-new targets; use your utility industry network and presence at E-world, BDEW, SAP for Utilities, and CEE industry forums
Define the CEE entry strategy.
Identify priority markets, assess partner vs. direct models, and lead the first pursuits in the region
Professionalize the commercial motion.
Systematise what is currently deal-by-deal selling: qualification criteria, proposal standards, pricing governance, and pipeline forecasting
Feed market intelligence back into the product.
Translate prospect objections, competitor moves, and lost deal analysis into structured input for the Product Manager and Product Owner
What we are looking forward to
10+ years in enterprise software or platform sales - with
a demonstrable track record closing complex deals in the utility or energy sector
Deep functional knowledge of SAP IS-U or SAP S/4HANA Utilities - sufficient to be credible with a utility CIO or Head of Billing from day one
An active, senior network in DACH utility procurement, IT leadership, or transformation decision-making
Experience selling both on-premise and SaaS/managed service models - and a genuine understanding of the commercial and contractual differences between them
Comfortable operating at CIO, functional VP, or programme director level - whether selling to that audience or having been that audience
Able to build commercial structure from scratch — not just operate within an existing playbook
Fluent in German and English - additional CEE language capability is a plus
Candidates who will stand out have done one or more of the following: personally built or materially shaped a SaaS recurring revenue model for an enterprise software product; worked across Germany and at least one CEE market; or have past professional experience at SAP AG, a SAP Value Added Reseller, or in a utility CIO/programme director capacity.
What we offer you
A senior role with direct ownership of commercial strategy and platform growth — with Accenture's client relationships, brand, and delivery capability behind you
Competitive compensation benchmarked to ISV and product-company norms, including performance-based incentives
Flexible and hybrid working arrangements
Access to Accenture's executive network and global career development infrastructure
Comprehensive benefits including pension, wellbeing programmes, and learning platforms
You and Accenture
In this role, you’ll be part of Accenture Sales. Connecting engineering and manufacturing with data and technology, we help our customers realign their product and value chains. With smart factories, digital twins, and networked manufacturing processes, we support them in embracing the future.
The Accenture culture: This is where YOU make the difference
Your skills, your character, and your ambitions make you unique. And when a wide variety of talents, strengths, and perspectives come together, something great emerges: ideas that make a difference in the world. That is why, at Accenture, we believe in diversity and the freedom to develop. Create a work environment in which you thrive. With tasks that matter to you. With a workload that suits you. And with a way of working that aligns with your goals. How you network, continue learning, and grow personally is up to you. It’s your career. We help you shape it the way you imagine it.
Contact Us
Any questions left? Feel free to contact our recruiting team via email at [email protected].
We look forward to your application.
