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. 

• Define AI-enabled Sales use cases across individual Sales process steps, including AI-assisted qualification, opportunity insights, forecasting, proposal generation, deal support, account intelligence, and Sales productivity. 

• Establish AX Design standards for the Sales domain. 

• Define how AI agents should interact with Sales professionals, customers, partners, and enterprise platforms. 

• Establish standards for: 

• AI-agent autonomy 

• Decision-making boundaries 

• Human intervention 

• Escalation triggers 

• Governance and controls 

• Human-agent handoffs 

• Quality and experience measures 

• Coach teams on applying AX Design consistently across Sales transformation engagements. 

• Use AI tools strategically to improve team productivity, research, analysis, solution development, proposal creation, and deliverable quality. 

Industry Advisory 

• Serve as an Industry Advisor across Software & Platforms, High Tech, and Communications & Media. 

• Develop perspectives on industry trends, market forces, competitive dynamics, regulatory developments, technology shifts, and emerging Sales models. 

• Translate industry trends into implications for Enterprise Sales Strategy, GTM, Sales Operations, and Sales transformation. 

• Develop industry-specific points of view, thought leadership, benchmarks, and transformation frameworks. 

• Bring external market and industry perspectives into client strategy and transformation discussions. 

• Support account teams with industry insights that strengthen client relationships and identify new opportunities. 

Senior Client & Executive Leadership 

• Lead C-suite and senior executive workshops focused on Sales Strategy, transformation, operating models, process redesign, and AI. 

• Define the client facilitation approach, including discovery methodology, design workshops, recommendation reviews, and executive governance. 

• Present and defend transformation recommendations to senior client leadership. 

• Build trusted relationships with senior Sales, Commercial, Technology, Operations, and Transformation stakeholders. 

• Manage complex client relationships, escalations, dependencies, and strategic issues. 

• Represent Accenture perspectives in executive discussions and industry forums. 

Business Development & RFP Leadership 

• Lead and shape Business Development, RFP/RFI, proposal, and pursuit activities. 

• Identify and qualify new Sales Transformation opportunities within existing and prospective accounts. 

• Develop differentiated value propositions, solution approaches, transformation roadmaps, and commercial narratives. 

• Lead development of RFP/RFI responses, including: 

• Executive responses 

• Solution narratives 

• Process transformation approaches 

• Operating models 

• Technology/platform perspectives 

• AI/GenAI propositions 

• Case studies 

• Delivery models 

• Partner with account leadership, technology teams, delivery teams, and subject-matter experts to develop integrated solutions. 

• Support client presentations, solution demonstrations, proposal defenses, and executive pursuit discussions. 

• Build reusable Sales transformation assets, accelerators, IP, and industry points of view to support future growth. 

Team Leadership & People Management 

• Lead and manage multi-level consulting teams across Sales transformation engagements. 

• Manage senior consultants, managers, specialists, and distributed delivery teams. 

• Define workstream objectives, allocate resources, manage priorities, and ensure delivery quality. 

• Coach and mentor team members on B2B Sales processes, Enterprise Sales Strategy, process transformation, consulting skills, AI/AX Design, and executive communication. 

• Establish clear expectations for quality, ownership, client engagement, and professional development. 

• Conduct regular performance and development discussions and create opportunities for team members to expand their capabilities. 

• Build a strong pipeline of Sales transformation talent and develop future leaders within the practice. 

• Promote collaboration across Business Consulting, Technology, AI, Data, and delivery organizations. 

Technology & Delivery Collaboration 

• Establish strong collaboration between Business Consulting, Technology, Architecture, Product, Data, AI, and Delivery teams. 

• Ensure process transformation designs are technically feasible and aligned with platform capabilities. 

• Translate business and process requirements into clear guidance for technology teams. 

• Participate in solution architecture, platform selection, integration, and implementation discussions where required. 

• Ensuring process, platform, data, AI, and operating model decisions remain aligned throughout the transformation lifecycle. 

 

Professional & Technical Skills 

• Deep expertise in B2B Sales transformation and Enterprise Sales Strategy. 

• Strong understanding of the complete Sales process lifecycle and individual Sales process steps. 

• Expertise across GTM, Sales Operating Model, Sales Force Effectiveness, Sales Productivity, Sales Planning, Forecasting, CPQ, Deal Management, Contracting, Order Management, and Revenue Operations. 

• Demonstrated ability to define and govern process transformation methodologies across a portfolio of engagements. 

• Strong understanding of Sales platforms and applications and their role in enabling business processes. 

• Experience with process modeling and visualization tools such as Microsoft Visio. 

• Strong understanding of AI, GenAI, automation, and AX Design. 

• Proven ability to lead senior client workshops and executive discussions. 

• Strong team leadership, people management, coaching, and talent development capabilities. 

• Strong analytical, strategic thinking, problem-solving, and consulting skills. 

• Excellent executive communication and storytelling capabilities. 

 

Business Development & Consulting Skills 

• Proven experience in Business Development, RFP/RFI responses, proposal leadership, and pursuit shaping. 

• Ability to identify and develop new Sales Transformation opportunities. 

• Strong capability in developing client propositions, solution approaches, transformation roadmaps, and business cases. 

• Experience partnering with account leadership and technology teams to develop integrated solutions. 

• Ability to create and leverage IP, accelerators, methodologies, industry perspectives, and thought leadership. 

• Strong commercial awareness and understanding of how consulting solutions translate into client value. 

Industry Focus 

The role will primarily focus on: 

Software & Platforms 

• Enterprise software 

• SaaS and cloud businesses 

• Platform companies 

• Technology products and services 

• Subscription and recurring-revenue Sales models 

High Tech 

• Hardware and semiconductor 

• Technology products and services 

• Cloud and infrastructure 

• Enterprise technology 

• High-tech channel and partner ecosystems 

Communications & Media 

• Telecommunications 

• Communications services 

• Media and entertainment 

• Digital services 

• B2B communications and technology providers 

The Senior Manager is expected to act as an industry advisor, bringing together industry trends, competitive intelligence, Enterprise Sales Strategy, GTM, Sales process expertise, technology trends, and AI opportunities to shape differentiated client solutions. 

Additional Information 

• Strong track record of leading complex Sales transformation programs and managing multiple stakeholders. 

• Demonstrated ability to operate at the intersection of Business Strategy, Sales Processes, Technology Platforms, AI, Data, and Operating Models. 

• Experience developing and governing methodologies, playbooks, frameworks, accelerators, and IP. 

• Familiarity with process mining, digital twins, process simulation, and AI-assisted process design. 

• Demonstrated ability to embed AX Design into team delivery standards and govern how AI-agent experiences are designed and validated. 

• Strong ability to balance client delivery, executive advisory, team leadership, Business Development, and RFP responsibilities. 

• Ability to build trusted relationships with senior client executives and Accenture leadership. 

• Demonstrated commitment to developing people, strengthening practice capabilities, and building differentiated B2B Sales and Industry Advisory offerings. 

About Our Company | Accenture (do not remove the hyperlink)  

Professional & Technical Skills 

• Deep expertise in B2B Sales transformation and Enterprise Sales Strategy. 

• Strong understanding of the complete Sales process lifecycle and individual Sales process steps. 

• Expertise across GTM, Sales Operating Model, Sales Force Effectiveness, Sales Productivity, Sales Planning, Forecasting, CPQ, Deal Management, Contracting, Order Management, and Revenue Operations. 

• Demonstrated ability to define and govern process transformation methodologies across a portfolio of engagements. 

• Strong understanding of Sales platforms and applications and their role in enabling business processes. 

• Experience with process modeling and visualization tools such as Microsoft Visio. 

• Strong understanding of AI, GenAI, automation, and AX Design. 

• Proven ability to lead senior client workshops and executive discussions. 

• Strong team leadership, people management, coaching, and talent development capabilities. 

• Strong analytical, strategic thinking, problem-solving, and consulting skills. 

• Excellent executive communication and storytelling capabilities. 

 

Business Development & Consulting Skills 

• Proven experience in Business Development, RFP/RFI responses, proposal leadership, and pursuit shaping. 

• Ability to identify and develop new Sales Transformation opportunities. 

• Strong capability in developing client propositions, solution approaches, transformation roadmaps, and business cases. 

• Experience partnering with account leadership and technology teams to develop integrated solutions. 

• Ability to create and leverage IP, accelerators, methodologies, industry perspectives, and thought leadership. 

• Strong commercial awareness and understanding of how consulting solutions translate into client value. 

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

Visit us at www.accenture.com 

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