Business Development Director

We Are

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.

You Are

You are a growth-oriented Business Development Director responsible for building, shaping, and closing a qualified pipeline of Manhattan Associates opportunities.

Your primary focus is Manhattan Warehouse Management, including Manhattan Active Warehouse Management, with secondary focus on Transportation Management and Order Management. You understand how WMS can serve as the foundation for broader fulfillment, logistics, transportation, and omnichannel transformation opportunities.

You combine supply chain industry knowledge, Manhattan solution credibility, executive-level relationship skills, and strong commercial acumen. You can engage senior business and technology leaders, uncover strategic priorities, translate them into differentiated solutions, and lead complex opportunities from initial identification through contract signature.

This is primarily a pipeline generation and deal-closing role, rather than a day-to-day delivery management position. However, you have enough functional and technical understanding of Manhattan solutions to lead discovery conversations, shape credible transformation programs, articulate business value, and mobilize the right subject-matter experts.

The Work

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.

• Establish and maintain relationships with senior decision-makers across supply chain, distribution, logistics, operations, technology, finance, and procurement.

• Maintain disciplined pipeline management, opportunity tracking, forecasting, and reporting.

Qualify and Shape Opportunities

• Lead executive discovery sessions to understand client priorities, operational challenges, investment drivers, decision criteria, and transformation objectives.

• Qualify opportunities based on strategic fit, client sponsorship, business value, competitive position, timing, funding, and probability of closure.

• Shape WMS-led solutions that address warehouse modernization, distribution efficiency, inventory accuracy, labor productivity, automation, fulfillment speed, and customer service.

• Position TMS and OMS capabilities where they strengthen the end-to-end value proposition or create additional transformation opportunities.

• Translate client requirements into business outcomes, solution roadmaps, implementation approaches, and compelling value cases.

• Work with solution architects and delivery leaders to develop executable solutions that balance scope, value, risk, timeline, and commercial competitiveness.

• Develop business cases that clearly articulate expected benefits, including cost reduction, productivity improvement, working capital optimization, service-level improvement, capacity expansion, and revenue enablement.

• Position Accenture’s Manhattan capabilities, industry experience, assets, accelerators, ecosystem relationships, and global delivery model as sources of differentiation.

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.

• Coordinate 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

• Build strong relationships with Manhattan Associates sales, alliance, product, and industry teams.

• Develop 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.

Measures of Success

Success in this role will be measured through:

• Qualified Manhattan pipeline created and influenced.

• WMS-related bookings, revenue, and sales target attainment.

• Pipeline conversion and competitive win rate.

• Number and value of new-logo and account-expansion opportunities.

• Accuracy of opportunity forecasting.

• Progression of opportunities through defined sales stages.

• Strength and breadth of executive client relationships.

• Effectiveness of collaboration with Manhattan Associates and internal account teams.

• Expansion of WMS opportunities into TMS, OMS, managed services, and broader supply chain transformation work.

• Quality of sales-to-delivery transition and long-term client relationship development.

• Experience owning or contributing materially to pipeline, bookings, revenue, or quota-based sales targets.

• Knowledge of Manhattan Associates warehouse management solutions, with the ability to lead executive discovery and solution-shaping conversations related to Manhattan Active Warehouse Management.

• Working knowledge of Manhattan Transportation Management and Manhattan Active Order Management, including how these capabilities connect with WMS and the broader fulfillment ecosystem.

• Experience developing executive relationships and selling to senior stakeholders across supply chain, operations, logistics, distribution, technology, finance, and procurement.

• Ability to translate operational challenges into transformation strategies, business cases, technology roadmaps, and commercially compelling solutions.
  Strong understanding of warehouse and distribution processes, including inbound, inventory, replenishment, labor, automation, outbound, fulfillment, and returns.

• Understanding of WMS integration with enterprise resource planning, transportation, order management, material-handling equipment, warehouse automation, robotics, data, and external logistics platforms.

• Experience leading complex pursuits involving multidisciplinary teams, alliance partners, pricing, commercial negotiations, contracting, and executive approvals.

• Strong commercial judgment, including experience with deal economics, pricing, scope management, risk assessment, and contract negotiation.

• Excellent executive communication, presentation, facilitation, negotiation, and stakeholder management skills.

• Ability to operate effectively in a matrixed, global organization and coordinate teams without relying solely on direct reporting relationships.

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

Here’s What You Need:

• 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) 

Preferred Qualifications:

• Established relationships within the Manhattan Associates ecosystem or with organizations using Manhattan solutions.

• Experience selling WMS transformation programs into retail, consumer goods, manufacturing, life sciences, automotive, industrial, third-party logistics, wholesale distribution, or other warehouse-intensive industries.

• Experience expanding WMS opportunities into TMS, OMS, automation, cloud, data, integration, support, or managed services.

• Prior experience in supply chain consulting, solution architecture, program leadership, or Manhattan implementation delivery.

• Familiarity with competing warehouse, transportation, and order management platforms and the ability to position Manhattan solutions effectively.

• Knowledge of artificial intelligence, warehouse automation, robotics, labor optimization, control-tower capabilities, and cloud-based supply chain platforms.

• A growth mindset and the ability to continuously refine sales strategies, solution knowledge, and industry expertise in a fast-moving market.

Compensation at Accenture varies depending on a wide array of factors, which may include but are not limited to the specific office location, role, skill set, and level of experience. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired as set forth below.
We anticipate this job posting will be posted until 09/05/2026.

Accenture offers a market competitive suite of benefits including medical, dental, vision, life, and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays, and paid time off. See more information on our benefits here:
U.S. Employee Benefits | Accenture

Role Location Annual Salary Range
California $132,500 to $302,400
Cleveland $122,700 to $241,900
Colorado $132,500 to $261,300
District of Columbia $141,100 to $278,200
Illinois $122,700 to $261,300
Maine $112,900 to $222,500
Maryland $132,500 to $261,300
Massachusetts $132,500 to $278,200
Minnesota $132,500 to $261,300
New York $122,700 to $302,400
New Jersey $141,100 to $302,400
Virginia $122,700 to $278,200
Washington $141,100 to $278,200

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

Visit us atwww.accenture.com

What We Believe 

We have an unwavering commitment to diversity with the aim that every one of our people has a full sense of belonging within our organization. As a business imperative, every person at Accenture has the responsibility to create and sustain an inclusive environment. 

Inclusion and diversity are fundamental to our culture and core values. Our rich diversity makes us more innovative and more creative, which helps us better serve our clients and our communities. Read more here 

Requesting An Accommodation 

Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired.

If you would like to be considered for employment opportunities with Accenture and have accommodation needs such as for a disability or religious observance, please call us toll free at 1 (877) 889-9009 or send us an email or speak with your recruiter.

Equal Employment Opportunity Statement 

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, military veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by applicable law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities.

For details, view a copy of the  Accenture Equal Opportunity Statement

Accenture is an EEO and Affirmative Action Employer of Veterans/Individuals with Disabilities.

Accenture is committed to providing veteran employment opportunities to our service men and women.

Other Employment Statements 

Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States.

Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.

Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process. Further, at Accenture a criminal conviction history is not an absolute bar to employment. 

The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.

California requires additional notifications for applicants and employees. If you are a California resident, live in or plan to work from Los Angeles County upon being hired for this position, please click here for additional important information.

Please read Accenture’s Recruiting and Hiring Statement for more information on how we process your data during the Recruiting and Hiring process.