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

B2B 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 + 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:

• 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

Here's what you'll need:

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 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. As required by local law, Accenture provides a reasonable range of compensation for roles that may be hired in California, Colorado, District of Columbia, Illinois, Maryland, Minnesota, New Jersey, New York or Washington as set forth below.

Role Location Annual Salary Range

• California $132,500 to $338,300
• Colorado $132,500 to $292,200
• District of Columbia $141,100 to $311,200
• Illinois $122,700 to $292,200
• Minnesota $132,500 to $292,200
• Maryland $132,500 to $292,200
• New York/New Jersey $122,700 to $338,300
• Washington $141,100 to $311,200

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