Business Development Director (Manhattan Warehouse Management)

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 engagem