I&P GN - Song –Sales- Senior Manager - Process Excellence-PE

Job Description Template
Job Title - Senior Manager– Process Excellence
Management Level: 06 - Senior Manager
Location: Delhi, Gurgaon, Mumbai, Bangalore, Chennai, Pune, Hyderabad
Must-Have Skills
Deep expertise in B2B Sales transformation and end-to-end Sales process strategy, including Lead Management, Lead Qualification, Opportunity Management, Pipeline Management, Account Management, Sales Planning, Forecasting, CPQ, Deal Management, Contract Management, Order Management, and Sales Operations.
Proven ability to define and govern process transformation methodologies, process redesign standards, quality frameworks, and transformation governance across multiple client engagements.
Strong expertise in Enterprise Sales Strategy, Go-to-Market (GTM), Sales Operating Model, Route-to-Market, Sales Force Effectiveness, Sales Productivity, and Sales Transformation.
Ability to connect enterprise Sales strategy with detailed Sales process steps, technology platforms, data, AI, operating models, and organizational capabilities.
Strong experience facilitating C-suite and senior stakeholder workshops, executive discussions, design sessions, and transformation governance forums.
Proven team leadership and people management experience, including managing senior consultants, specialists, and distributed teams.
Strong understanding of AI, GenAI, automation, and AX Design, with the ability to integrate human + AI-agent experiences into Sales processes and transformation methodologies.
Demonstrated ability to act as an Industry Advisor, bringing market, industry, competitor, technology, and Sales transformation perspectives to client conversations.
Strong executive communication, consulting, relationship management, and influencing skills.
Good-to-Have Skills
Experience with process mining, digital twin, process simulation, and AI-assisted process design/validation tools.
Experience developing consulting methodologies, frameworks, intellectual property, accelerators, playbooks, and points of view.
Strong Business Development, RFP/RFI, proposal leadership, pursuit shaping, and solution development experience.
Experience collaborating with technology, product, architecture, and delivery teams to ensure process and platform designs are aligned.
Experience with Sales platforms and enterprise applications such as CRM (Salesforce, Microsoft Dynamics), CPQ (Salesforce, Conga, SAP), CLM (Icertis Conga), Sales Planning (Anaplan, Xactly), Forecasting (Clari, Aviso), Incentive Compensation (Varicent, SAP Callidus), Order Management (Salesforce, SAP), and Revenue Management (Salesforce, SAP).
Experience using Microsoft Visio and other process mapping/modeling applications to develop enterprise process architectures and detailed Sales process designs.
Strong understanding of digital transformation and emerging AI-enabled Sales platforms and applications.
Experience
12 -20 years of experience in management consulting, process transformation, Sales transformation, Enterprise Sales Strategy, Sales Operations, or related areas.
Demonstrated experience leading complex, multi-workstream transformation programs and advising senior client stakeholders.
Experience managing and developing consulting teams across multiple engagements.
Proven experience in Business Development, RFP/RFI responses, proposal leadership, and pursuit management.
Demonstrated experience working across business and technology stakeholders to deliver enterprise transformation.
Educational Qualification
Bachelor's Degree or equivalent.
MBA/PGDM (Preferred)
Job Summary
As a Senior Manager– B2B Sales Transformation, Enterprise Sales Strategy & Industry Advisory, you will define and lead how Sales transformation is delivered across clients, while establishing the methodologies, governance standards, assets, and industry perspectives that enable consistent, high-quality outcomes. You will bring deep expertise across the B2B Sales value chain, connecting Enterprise Sales Strategy and Go-to-Market priorities with end-to-end Sales process steps, operating models, technology platforms, data, AI, and organizational capabilities. You will advise senior client stakeholders on how to transform their sales organizations across areas such as Sales Strategy, GTM, Sales Operating Model, Sales Force Effectiveness, Sales Productivity, Pipeline Management, Forecasting, CPQ, Deal Management, Contracting, Order Management, and Revenue Operations.
As a Senior Manager will serve as an Industry Advisor for clients across Software & Platforms, High Tech, and Communications & Media, bringing an informed perspective on market trends, competitive dynamics, industry-specific Sales models, emerging technologies, and opportunities for AI-led transformation. You will establish and govern the process transformation methodology used by your teams, ensuring that future-state Sales processes, operating models, technology requirements, and AI integration are designed consistently and to a high standard. You will also lead Business Development and RFP/RFI activities, shaping opportunities, developing differentiated solutions, leading proposal responses, and partnering with senior Accenture leadership to grow the Sales Transformation portfolio.
As AI becomes embedded across Sales processes, you will establish AX Design as a core component of the transformation methodology—defining how humans, AI agents, and business processes work together and establishing standards for agent autonomy, decision boundaries, escalation, governance, and human-agent handoffs.
Roles & Responsibilities
Enterprise Sales Strategy & Transformation
Lead development of Enterprise Sales Strategy and Sales Transformation agendas for clients across Software & Platforms, High Tech, and Communications & Media.
Define and shape transformation strategies across GTM, Sales Operating Model, Sales Force Effectiveness, Sales Productivity, Sales Planning, Forecasting, and Revenue Operations.
Connect enterprise-level Sales strategy to detailed B2B Sales process steps, technology platforms, organizational capabilities, and transformation roadmaps.
Advise clients on how emerging technologies, AI, automation, and new operating models can reshape their Sales organizations.
Develop strategic points of view, transformation roadmaps, business cases, operating models, and executive recommendations.
Act as a trusted advisor to senior Sales, Commercial, Operations, Technology, and Transformation executives.
B2B Sales Process Transformation
Define and govern transformation approaches across the end-to-end B2B Sales lifecycle.
Establish standards for assessing, redesigning, and optimizing Sales processes including:
Lead Management & Qualification
Lead-to-Opportunity
Opportunity Management
Pipeline Management
Account Management
Sales Planning & Forecasting
CPQ & Deal Management
Contract Management
Order Management
Sales Operations & Revenue Operations
Define how Sales process redesign should connect business strategy, people, process, technology, data, governance, and operating model.
Review and approve significant future-state process designs before client delivery.
Establish quality standards and governance mechanisms across the process transformation portfolio.
Sales Platforms & Applications
Provide strategic guidance on how Sales platforms and enterprise applications should enable future-state Sales processes.
Advise on platforms including CRM/Sales Cloud, CPQ, CLM, Sales Planning, Forecasting, Deal Management, Incentive Compensation, Order Management, and Revenue Management.
Partners with technology and architecture teams to ensure business process and platform design are aligned.
Define process-to-platform alignment, integration requirements, data flows, automation opportunities, and user experience considerations.
Use Microsoft Visio and other process modeling tools to establish enterprise process architectures and detailed Sales process models.
Ensure technology-delivery teams understand and appropriately implement the intended business process transformation.
Process Transformation Methodology & Governance
Define the process transformation methodology for the Sales domain, including:
Current-state assessment
Industry and market analysis
Process maturity assessment
Benchmarking
Future-state design
Operating model alignment
Technology and platform integration
AI/GenAI integration
Change and adoption
Transformation roadmap
Establish process redesign standards and governance across multiple engagements.
Define benchmarking methodologies and transformation assessment frameworks.
Establish review and approval mechanisms for major process transformation deliverables.
Develop and maintain Sales transformation methodologies, playbooks, accelerators, frameworks, and intellectual property.
Ensure lessons learned and leading practices are consistently incorporated across the portfolio.
AI, GenAI & AX Design
Establish how AI and GenAI should be incorporated into B2B Sales transformation.

Work arrangement
No