Sales Capture Senior Manager Infrastructure

We are looking for a Sales Capture Senior Manager specialized in Infrastructure, with solid experience in business development, opportunity management, and the preparation of complex proposals in the areas of IT Infrastructure, Cloud, Workplace, Data Center, Networking, and Managed Services.

The selected candidate will play a key role in identifying, developing, and closing strategic opportunities, directly participating in solution definition, bid construction, and capture processes for major national and international clients.

The position is based in Madrid under a hybrid work model.

• Identify, develop, and manage business opportunities related to Infrastructure and Operations services.
• Actively participate in the definition and construction of proposals for Cloud, Data Center, Workplace, Networks, Security, and Managed Infrastructure services.
• Analyze business opportunities, client requirements, and procurement processes to design effective capture strategies.
• Prepare technical, executive, and commercial proposals in collaboration with architecture, delivery, operations, finance, and legal teams.
• Contribute to positioning Accenture as a strategic partner in technology transformation initiatives.

• Responsibilities

• Manage the full opportunity lifecycle, from identification to award or commercial close.
• Directly participate in the preparation of complex Infrastructure and Managed Services proposals.
• Coordinate solution definition workshops with clients and internal teams.
• Define capture, differentiation, and positioning strategies against competitors.
• Lead response activities for RFI, RFQ, and RFP, ensuring quality, compliance, and competitiveness of proposals.
• Collaborate with architecture teams to design solutions aligned with client needs.
• Build business cases, economic models, and value propositions focused on results.
• Manage relationships with internal and external stakeholders throughout the sales process.
• Track pipeline, forecast, and commercial metrics associated with managed opportunities.
• Contribute to the continuous improvement of methodologies, assets, and knowledge repositories related to capture and pre-sales processes.

• Experience in cloud transformation services (Azure, AWS, or Google Cloud).
• Knowledge of outsourcing models, managed services, and large-scale infrastructure operations.
• Experience in regulated sectors such as banking, insurance, telecommunications, energy, or the public sector.
• Cloud, ITIL, PMP, Prince2, or similar certifications.
• Previous experience in large consulting firms or global technology services companies.
• Knowledge of cybersecurity, observability, automation, or infrastructure modernization solutions.

At Accenture, we are committed to a hybrid work model that fosters collaboration, flexibility, and professional development.

In addition, we offer you:

• Medical, life, and accident insurance.
• Flexible compensation program.
• Stock purchase.
• Training and certification plan.
• Physical and emotional wellness programs.
• Flexibility and work-life balance policies.
• Sustainability and volunteering programs.
• International environment with growth and mobility opportunities.
• Access to innovative technologies and high-impact transformation projects.

full-time

It is essential to reside in Spain and hold a work permit in Spain.

Accenture, recognized as a Great Place To Work®, is a leading global professional services company that helps major businesses, public administrations, and organizations accelerate their digital transformation, optimize their operations, and create sustainable value through technology and innovation.

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 at www.accenture.com 

• Minimum 8 years of professional experience in Sales Capture, Business Development, Pre-Sales, or Opportunity Management roles in technology services.
• Demonstrable experience in IT Infrastructure and Managed Services.
• Experience in building complex proposals related to Cloud, Data Center, Workplace, Networking, or Managed Infrastructure.
• Experience participating in large-volume RFI, RFQ, and RFP processes.
• Ability to work with multidisciplinary teams in international environments.
• Experience in preparing technical and commercial proposals aimed at selling technology services.
• English level B2 or higher.
• Knowledge and experience in using generative artificial intelligence tools applied to commercial and pre-sales areas.

Equal Employment Opportunity Statement

We believe that no one should be discriminated against because of their differences. All employment decisions will be made regardless of age, race, creed, color, religion, sex, national origin, ancestry, disability, military veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship, or any other criterion protected by applicable law. Our rich diversity makes us more innovative, competitive and creative, which helps us better serve our clients and communities.

Buscamos un/a Sales Capture Senior Manager especializado/a en Infraestructura, con sólida experiencia en desarrollo de negocio, gestión de oportunidades y elaboración de propuestas complejas en el ámbito de Infraestructura IT, Cloud, Workplace, Data Center, Networking y Servicios Gestionados.

La persona seleccionada desempeñará un papel clave en la identificación, desarrollo y cierre de oportunidades estratégicas, participando directamente en la definición de soluciones, construcción de ofertas y procesos de captura para grandes clientes nacionales e internacionales.

El puesto se desempeña en Madrid bajo un modelo de trabajo híbrido.

• Identificar, desarrollar y gestionar oportunidades de negocio relacionadas con servicios de Infraestructura y Operaciones.
• Participar activamente en la definición y construcción de propuestas para servicios de Cloud, Data Center, Workplace, Redes, Seguridad e Infraestructura Gestionada.
• Analizar oportunidades de negocio, requisitos del cliente y procesos de contratación para diseñar estrategias de captura efectivas.
• Elaborar propuestas técnicas, ejecutivas y comerciales en colaboración con equipos de arquitectura, delivery, operaciones, finanzas y legal.
• Contribuir al posicionamiento de Accenture como socio estratégico en iniciativas de transformación tecnológica.

• Responsabilidades

• Gestionar el ciclo completo de oportunidades, desde su identificación hasta la adjudicación o cierre comercial.
• Participar directamente en la elaboración de propuestas complejas de Infraestructura y Managed Services.
• Coordinar workshops de definición de solución con clientes y equipos internos.
• Definir estrategias de captura, diferenciación y posicionamiento frente a competidores.
• Liderar actividades de respuesta a RFI, RFQ y RFP, asegurando calidad, cumplimiento y competitividad de las propuestas.
• Colaborar con equipos de arquitectura para diseñar soluciones alineadas con las necesidades del cliente.
• Construir business cases, modelos económicos y propuestas de valor orientadas a resultados.
• Gestionar relaciones con stakeholders internos y externos durante todo el proceso de venta.
• Realizar seguimiento de pipeline, forecast y métricas comerciales asociadas a las oportunidades gestionadas.
• Contribuir a la mejora continua de metodologías, activos y repositorios de conocimiento relacionados con procesos de captura y preventa.

• Experiencia en servicios de transformación cloud (Azure, AWS o Google Cloud).
• Conocimiento de modelos de outsourcing, managed services y operaciones de infraestructura a gran escala.
• Experiencia en sectores regulados como banca, seguros, telecomunicaciones, energía o sector público.
• Certificaciones Cloud, ITIL, PMP, Prince2 o similares.
• Experiencia previa en grandes consultoras o compañías globales de servicios tecnológicos.
• Conocimiento de soluciones de ciberseguridad, observabilidad, automatización o modernización de infraestructuras.

En Accenture apostamos por un modelo híbrido de trabajo que fomenta la colaboración, la flexibilidad y el desarrollo profesional.

Además, te ofrecemos:

• Seguro médico, de vida y accidentes.
• Programa de retribución flexible.
• Compra de acciones.
• Plan de formación y certificaciones.
• Programas de bienestar físico y emocional.
• Políticas de flexibilidad y conciliación.
• Programas de sostenibilidad y voluntariado.
• Entorno internacional con oportunidades de crecimiento y movilidad.
• Acceso a tecnologías innovadoras y proyectos de transformación de gran impacto.

full-time

Es imprescindible residir en España y disponer de permiso de trabajo en España.

Accenture, reconocida como Great Place To Work®, es una compañía líder mundial en servicios profesionales que ayuda a las principales empresas, administraciones públicas y organizaciones a acelerar su transformación digital, optimizar sus operaciones y crear valor sostenible mediante la tecnología y la innovación.

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 at www.accenture.com 

• Mínimo 8 años de experiencia profesional en funciones de Sales Capture, Business Development, Preventa o Gestión de Oportunidades en servicios tecnológicos.
• Experiencia demostrable en servicios de Infraestructura IT y Managed Services.
• Experiencia en la construcción de propuestas complejas relacionadas con Cloud, Data Center, Workplace, Networking o Infraestructura Gestionada.
• Experiencia participando en procesos de RFI, RFQ y RFP de gran volumen.
• Capacidad para trabajar con equipos multidisciplinares en entornos internacionales.
• Experiencia en elaboración de propuestas técnicas y comerciales orientadas a la venta de servicios tecnológicos.
• Nivel de inglés B2 o superior.
• Conocimientos y experiencia en el uso de herramientas de inteligencia artificial generativa aplicadas al ámbito comercial y de preventa.

Declaración de igualdad de oportunidades en el empleo

Creemos que nadie debe ser discriminado por sus diferencias. Todas las decisiones de empleo se tomarán sin importar la edad, raza, credo, color, religión, sexo, origen nacional, ascendencia, discapacidad, condición de veterano militar, orientación sexual, identidad o expresión de género, información genética, estado civil, ciudadanía ni ningún otro criterio protegido por la legislación aplicable. Nuestra rica diversidad nos hace más innovadores, competitivos y creativos, lo que nos ayuda a servir mejor a nuestros clientes y comunidades.