Business Development Director (Manhattan Warehouse Management)

About the role

We Are a global collective of innovators applying the New every day to improve the way the world works and lives. New is not simply staying ahead of the curve—it is pushing the curve forward, operating where possibility meets transformation, and turning bold ideas into measurable business outcomes. We partner with clients to unlock hidden value, modernize operations, and deliver innovative solutions. Supported by leading technologies, continuous learning, and a global community of diverse talent and perspectives, we help organizations transform their businesses and build new capabilities. Our expertise spans more than 40 industries across 120 countries and impacts millions of lives every day. We turn ideas into reality.

Responsibilities

• Build the Manhattan Pipeline
• Develop and execute a go-to-market strategy for Manhattan solutions, with a primary emphasis on WMS-led transformation opportunities.
• Build qualified pipeline across new and existing accounts through account planning, relationship development, whitespace identification, industry campaigns, alliance collaboration, and targeted market outreach.
• Identify clients with warehouse modernization, distribution network, fulfillment, transportation, or omnichannel transformation needs.
• Create entry points through WMS and expand the conversation into TMS, OMS, labor management, automation, integration, analytics, and managed services where relevant.
• Partner with account leaders, industry teams, supply chain practitioners, and Manhattan Associates to develop coordinated account and opportunity plans.
• Maintain disciplined pipeline management, opportunity tracking, forecasting, and reporting.
• Lead Pursuits and Close Deals
• Own the opportunity lifecycle from origination and qualification through solution shaping, proposal development, negotiation, and contract signature.
• Develop and execute pursuit strategies, including competitive positioning, stakeholder mapping, executive sponsorship, win themes, negotiation plans, and close plans.
• Lead responses to requests for information, requests for proposal, client presentations, workshops, demonstrations, oral presentations, and commercial discussions.
• Career development of cross-functional pursuit teams that may include account executives, industry leaders, Manhattan specialists, solution architects, delivery teams, finance, pricing, legal, contracting, and alliance partners.
• Ensure proposals clearly communicate the client’s business case, target operating model, technology solution, transformation roadmap, implementation approach, risk mitigation strategy, and expected outcomes.
• Manage client objections, competitive threats, commercial issues, and internal approval requirements to maintain momentum toward closure.
• Negotiate commercially sound agreements that protect delivery quality while achieving revenue, margin, and risk objectives.
• Create urgency, establish mutual action plans, and drive clear next steps with client stakeholders throughout the sales process.
• Ensure a structured transition from sales to delivery, preserving client commitments, solution integrity, commercial assumptions, and relationship continuity.
• Identify follow-on opportunities that expand the initial WMS engagement into TMS, OMS, support services, managed services, analytics, automation, and broader supply chain transformation.
• Develop Executive Relationships and Market Presence
• Act as a trusted advisor to C-suite and senior executives, including Chief Supply Chain Officers, Chief Operating Officers, Chief Information Officers, distribution leaders, logistics leaders, and technology executives.
• Build long-term relationships that extend beyond a single pursuit and create sustainable account growth.
• Bring relevant insights on warehouse modernization, cloud transformation, automation, robotics, artificial intelligence, labor optimization, transportation orchestration, order fulfillment, and unified commerce.
• Represent Accenture at client forums, industry events, executive roundtables, alliance meetings, and Manhattan-related market activities.
• Develop thought leadership, client perspectives, case studies, and sales materials that strengthen Accenture’s position in the Manhattan marketplace.
• Use market intelligence, client feedback, competitor activity, and emerging trends to refine the Manhattan go-to-market strategy.
• Strengthen the Manhattan Ecosystem
• Develop strong relationships with Manhattan Associates sales, alliance, product, and industry teams.
• Create joint account plans, co-selling motions, market campaigns, and executive relationship strategies with Manhattan Associates.
• Create visibility into upcoming Manhattan opportunities, client priorities, product developments, and market demand.
• Connect Accenture’s industry, consulting, technology, operations, and managed services capabilities to create differentiated end-to-end solutions.
• Leverage Accenture assets, accelerators, delivery experience, reference clients, and global expertise to improve pursuit speed and win probability.
• Support the development of reusable offerings and sales plays for WMS, TMS, OMS, automation, integration, data, and post-implementation services.
• Coach account teams and business development professionals on Manhattan value propositions, qualification criteria, competitive positioning, and pursuit strategy.

Qualifications

• Minimum 10 years of experience in business development, enterprise technology sales, consulting sales, client development, or solution sales within supply chain, logistics, fulfillment, or warehouse management.
• Minimum 6 years of demonstrated success building and closing complex, multimillion-dollar consulting, implementation, technology, or managed services opportunities.
• Minimum 6 years experience owning or contributing materially to pipeline, bookings, revenue, or quota-based sales targets.
• Manhattan Solution Leadership: Deep expertise in Manhattan Active Warehouse Management (MAWM) with the ability to lead executive discovery, shape transformation programs, and influence investments ranging from $5M-$50M+.
• Value-Based Selling Experience: Ability to translate operational challenges into business cases and transformation roadmaps delivering measurable outcomes such as 10-30% productivity improvements, 15-25% labor savings, and improved customer fulfillment performance.
• Bachelor's degree or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience)