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Accenture · 2 weeks ago

B2B Sales Transformation Consulting - Senior Manager | High Tech | Software & Platforms

San Francisco, CA

Full-time

Onsite

Senior Level, Lead/Staff, Director/Executive

$132K/yr - $302K/yr

8+ years exp

Accenture is a global professional services company that provides consulting services through its Accenture Song division. They are seeking a Senior Manager for B2B Sales Transformation, responsible for optimizing sales processes and implementing strategies to enhance sales effectiveness in the High Tech and Software & Platform sectors.

Business Information SystemsConstructionConsultingInformation ServicesInformation TechnologyInfrastructureManagement ConsultingOutsourcing

No H1B

Responsibilities

Bring both breadth and depth of expertise across B2B Sales across Lead to Order and Renewal

Optimize the full deal lifecycle including (Opportunity, Quote (CPQ), Price Optimization, Contracting (CLM), and Billing

Implement and improve sales processes to maximize to drive Sales effectiveness and efficiency

Understand recurring revenue models (subscription, consumption, outcome based, etc.) and utilize experience with Renewals, Amendments, cross-sell, and upsell processes

Understanding of both Direct and Indirect Channel Selling motions to act as a Connector across Sales, Operations, and Technology

Evaluate clients’ current front sales functions (e.g., sales talent management, incentive management, enablement, and operations) and recommend solutions that address their unique organizational needs

Maintain a strong understanding of industry trends across B2B Sales Transformation and emerging technologies; Partner with key ecosystem partners in B2B Sales

Approach work with consulting experience with an Advisory mindset – who can build strong client relationships across Sales and Delivery

Develop, support, and identify new growth strategies, including maximizing value from new routes to market, driving digital engagement, and deploying advanced analytics

Assess dynamics of client landscape and identify new market opportunities to thrive in the digital era

Create compelling value propositions by helping clients improve their competitive agility by integrating digital and physical sales channels

Help clients align and prioritize sales efforts to meet sales goals

Identify capability gaps and guide recommendations to optimize the distinctiveness of your client’s workforce, sales productivity, offerings, or customer strategy

Lead change-management initiatives that drive adoption, ease implementation, and position clients’ sales and partner transformation solutions for ongoing success

Establish long-term client relationships and support business development efforts

Mentor junior team members, and continue to grow your own expertise to help Accenture maintain its thought-leadership position

Qualification

B2B Sales TransformationLead-to-Order processSales process optimizationSaaS solutionsSalesforce.comMS DynamicsData analyticsPartner programsConsulting experienceClient relationship managementMentoring

Required

At least 8 years of professional experience in the following: Analyzing and assessing sales processes for GTM, inside sales, field/partner, and operations

Using data analytics on sales and business performance

Experience with partner and field sales, recruit, and partner/field sales execution

Experience building, leading, or advising high performing partner programs, partner development, sales, and/or business development teams

Driving or participating in large, complex global transformation programs

Experience with customer and partner satisfaction programs

At least 5 years of experience working in large scale transformation initiatives with: SaaS solutions and determining how they fit into a client's larger sales, channel, and marketing application ecosystem

Hands on experience with Salesforce.com, MS Dynamics other leading CRM, CPQ or ICM applications as well as other tools used for large data collection and analysis

Cloud and on-premises applications for channel partner compensation or incentives, and for channel sales data collection

At least 4 years of experience in a consulting environment

Preferred

Bachelor's degree or equivalent (minimum 12 years) work experience; Bachelor's or Master's degree in engineering, computer science, information systems, or business

Knowledge of industry trends for partner programs and platforms