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

Accenture Song Sales Transformation Leader

Accenture Song accelerates growth and value for our clients through sustained customer relevance. Our capabilities span ideation to execution: growth, product and experience design; technology and experience platforms; creative, media and marketing strategy; and campaign, content and channel orchestration. With strong client relationships and deep industry expertise, we help our clients operate at the speed of life through the unlimited potential of imagination, technology and intelligence.

Role Overview

We are seeking a highly skilled and strategic leader with deep expertise in B2B Sales Transformation within High Tech and Software/Platform industries. This person will have expertise to both sell and deliver B2B Sales Transformation, experience across the entire Lead-to-Order process, sales process optimization, cross-sell, upsell, renewals, and deal optimization within the High Tech and Software/Platform sectors.

The Work

The role involves:

• Bringing both breadth and depth of expertise across B2B Sales across Lead to Order and Renewal.
• Optimizing the full deal lifecycle including (Opportunity, Quote (CPQ), Price Optimization, Contracting (CLM), and Billing.
• Implementing and improving sales processes to maximize sales effectiveness and efficiency.
• Understanding recurring revenue models (subscription, consumption, outcome based, etc.) and utilizing experience with Renewals, Amendments, cross-sell, and upsell processes.
• Understanding both Direct and Indirect Channel Selling motions to act as a Connector across Sales, Operations, and Technology.
• Evaluating clients' current front sales functions (e.g., sales talent management, incentive management, enablement, and operations) and recommending solutions that address their unique organizational needs.
• Maintaining a strong understanding of industry trends across B2B Sales Transformation and emerging technologies; partnering with key ecosystem partners in B2B Sales.
• Approaching work with consulting experience with an Advisory mindset – who can build strong client relationships across Sales and Delivery.
• Developing, supporting, and identifying new growth strategies, including maximizing value from new routes to market, driving digital engagement, and deploying advanced analytics.
• Assessing dynamics of client landscape and identifying new market opportunities to thrive in the digital era.
• Creating compelling value propositions by helping clients improve their competitive agility by integrating digital and physical sales channels.
• Helping clients align and prioritize sales efforts to meet sales goals.
• Identifying capability gaps and guiding recommendations to optimize the distinctiveness of your client's workforce, sales productivity, offerings, or customer strategy.
• Leading change-management initiatives that drive adoption, ease implementation, and position clients' sales and partner transformation solutions for ongoing success.
• Establishing long-term client relationships and supporting business development efforts.
• Mentoring junior team members, and continuing to grow your own expertise to help Accenture maintain its thought-leadership position.

What You'll Need

The ideal candidate will have:

• 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.
• Bonus points if:
• 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.

Compensation

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.

Equal Employment Opportunity Statement

Accenture is an Equal Opportunity Employer. We believe that no one should be discriminated against because of their differences, such as age, disability, ethnicity, gender, gender identity and expression, religion or sexual orientation. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Accenture is committed to providing veteran employment opportunities to our service men and women.

Requesting An Accommodation

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