I&P GN - Song - Service- Manager - Process Excellence-PE

Job Title - Manager - Process Excellence

Management Level:07 - Manager

Location:Delhi, Gurgaon, Mumbai, Bangalore, Chennai, Pune, Hyderabad

Must Have Skills

Strong expertise in B2B Sales process transformation, covering end-to-end Sales process steps such as Lead Management, Lead Qualification, Opportunity Management, Pipeline Management, Account Management, Forecasting, CPQ, Deal Management, Contract Management, Order Management, and Sales Operations.

Proven experience in future-state process design, process transformation, process optimization, and operating model design.

Strong ability to lead client discovery and design workshops, stakeholder interviews, design-thinking sessions, and co-creation workshops.

Experience integrating AI, GenAI, automation, and analytics into business and Sales processes.

Strong understanding of Sales platforms and enterprise applications that enable the B2B Sales lifecycle.

Ability to connect business processes, technology, operating models, and organizational change to develop practical transformation solutions.

Strong team management and people leadership skills, including coaching, mentoring, work allocation, quality assurance, and developing junior practitioners.

Strong executive communication and stakeholder management skills, with the ability to present and defend recommendations to senior client leadership.

Good-to-Have Skills

Experience with process mapping, process modeling, and visualization tools, including Microsoft Visio or equivalent applications.

Exposure to process mining, digital twin, process simulation, or other data-driven approaches for process assessment and validation.

Familiarity with AX Design and designing AI-agent experiences within business processes.

Experience supporting Business Development, sales pursuits, RFP/RFI responses, proposal development, solutioning, and client presentations.

Experience conducting change-impact assessments across people, process, technology, data, skills, and operating models.

Knowledge of Sales platforms 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

8 -12 years of experience in management consulting, process transformation, process excellence, Sales Operations, business transformation, or related areas.

Demonstrated experience leading process transformation workstreams and managing client and internal stakeholders.

Experience managing and developing consulting teams

Experience supporting BD, RFP/RFI, proposal, and pursuit activities is preferred.

Educational Qualification

Bachelor's Degree or equivalent.

MBA/PGDM (Preferred)

Job Summary

As a Manager - B2B Sales Transformation & Process Excellence, you will lead the design and transformation of end-to-end B2B Sales processes for clients across Software & Platforms, High Tech, and Communications & Media.

You will own the process transformation design cycle-from understanding the client's current-state Sales processes and assessing industry, market, technology, and competitive forces, through defining future-state processes and operating models, to developing implementation and adoption approaches. You will bring strong knowledge of key Sales process steps, including Lead-to-Opportunity, Opportunity Management, Pipeline Management, Forecasting, Account Management, CPQ, Deal Management, Contracting, Order Management, and Sales Operations. You will also assess how Sales platforms and applications enable these processes and identify opportunities for platform optimization, digital transformation, automation, and AI/GenAI integration.

The role requires strong consulting leadership, including client workshop facilitation, stakeholder management, executive communication, team management, and delivery ownership. You will lead and coach practitioners, ensure quality of deliverables, and build reusable methodologies and assets. You will also contribute to Business Development and RFP/RFI activities, including opportunity shaping, solution development, proposal responses, process narratives, capability presentations, and client presentations.

As part of AI-led transformation, you will apply AX Design principles to consider the intersection of human, AI agent, and process. Future-state process designs should define where AI agents operate autonomously, where human intervention is required, escalation triggers, controls, and the quality of human-agent handoffs.

Roles & Responsibilities

B2B Sales Process Transformation

Lead end-to-end B2B Sales process transformation initiatives across multiple Sales process steps and functional areas.

Assess current-state processes, identifying pain points, inefficiencies, control gaps, manual activities, duplication, and opportunities for standardization and automation.

Lead the design of future-state Sales processes and operating models aligned to business objectives and industry leading practices.

Drive transformation across key Sales processes including:

Lead Management & Qualification

Lead-to-Opportunity

Opportunity Management

Pipeline Management

Account Management

Sales Forecasting & Planning

CPQ & Deal Management

Contract Management

Order Management

Sales Operations & Revenue Operations

Connect process design with people, technology, data, governance, and operating model changes.

Develop transformation roadmaps, process specifications, business requirements, operating models, and implementation recommendations.

Sales Platforms & Applications

Assess the role of Sales platforms and applications in enabling end-to-end B2B Sales processes.

Support transformation initiatives involving CRM/Sales Cloud, CPQ, CLM, Sales Planning, Forecasting, Deal Management, Incentive Compensation, Order Management, and Revenue Management platforms.

Identify opportunities to improve platform adoption, integration, automation, data quality, user experience, and process effectiveness.

Lead process visualization and documentation using Microsoft Visio and other process mapping/modeling tools.

Work closely with business and technology teams to translate process requirements into platform and solution requirements.

Client Leadership & Workshops

Lead client discovery workshops, stakeholder interviews, design-thinking sessions, and co-creation workshops.

Facilitate discussions with Sales, Operations, Technology, Finance, and Business stakeholders.

Present transformation recommendations and future-state designs to senior client leadership.

Manage day-to-day client relationships, stakeholder expectations, risks, dependencies, and issue resolution.

Build trusted relationships with client stakeholders and establish credibility through strong Sales domain and consulting expertise.

AI, GenAI & AX Design

Embed AI, GenAI, automation, and analytics into future-state Sales process designs and team ways of working.

Identify high-value opportunities where AI can improve Sales productivity, decision-making, forecasting, customer engagement, and operational efficiency.

Use appropriate AI tools to accelerate research, benchmarking, analysis, process documentation, and deliverable creation.

Apply AX Design principles to future-state process specifications by defining:

AI-agent responsibilities

Autonomy levels

Decision-making boundaries

Escalation triggers

Human intervention points

Human-agent handoff protocols

Quality and governance requirements

Evaluate how AI agents and human users should collaborate across individual Sales process steps.

Process Excellence, Benchmarking & Analytics

Lead process maturity, benchmarking, and performance assessments to identify transformation opportunities.

Assess market and industry trends across Software & Platforms, High Tech, and Communications & Media.

Leverage AI-assisted analytics and benchmarking tools to develop data-driven insights.

Use process mining, digital twin, and process simulation approaches where appropriate to validate current-state and future-state process designs.

Develop change-impact assessments covering people, process, technology, data, skills, and organizational structures.

Business Development & RFP

Contribute actively to Business Development, RFP/RFI, proposal, and pursuit activities.

Support opportunity qualification, solution shaping, and development of differentiated value propositions.

Lead or contribute to RFP responses, proposal narratives, solution approaches, process diagrams, operating models, case studies, and capability presentations.

Translate client requirements into practical B2B Sales transformation solutions and roadmaps.

Support client presentations, solution demonstrations, workshops, and pursuit discussions.

Develop reusable Sales transformation assets, accelerators, frameworks, and points of view to support future pursuits.

Team Management & People Leadership

Lead and manage consulting teams across Sales transformation engagements.

Allocate work, establish priorities, monitor delivery quality, and ensure timely completion of deliverables.

Coach and mentor junior consultants and practitioners on B2B Sales processes, process redesign, consulting methodologies, analytics, and AI-enabled transformation.

Provide regular feedback and support team members in developing consulting and domain capabilities.

Foster a collaborative, high-performing team environment across onsite, offshore, and distributed teams.

Build team capabilities through knowledge sharing, training, reusable assets, and hands-on coaching.

Ensure appropriate quality reviews and adherence to Accenture delivery and consulting standards.

Professional & Technical Skills

Deep understanding of B2B Sales processes and end-to-end Sales process steps.

Proven experience in process transformation, future-state process design, process excellence, and operating model design.

Strong knowledge of Sales Operations and Sales transformation.

Experience with Sales platforms and applications supporting the B2B Sales lifecycle.

Proficiency or working knowledge of Microsoft Visio and process mapping/modeling tools.

Experience applying AI, GenAI, automation, and AI-assisted analytics to business process transformation.

Strong benchmarking, analytical, problem-solving, and structured-thinking capabilities.

Experience developing executive-level presentations, process specifications, transformation roadmaps, and business cases.

Strong client-facing consulting and stakeholder management skills.

Strong team leadership, coaching, mentoring, and people management capabilities.

Business Development & Consulting Skills

Demonstrated experience contributing to BD, RFP/RFI, proposal, and pursuit activities.

Ability to develop client-ready solution approaches, proposals, presentations, and supporting artifacts.

Strong executive communication and storytelling skills.

Ability to translate complex process, technology, and AI concepts into clear business recommendations.

Experience facilitating senior stakeholder workshops and presenting recommendations to leadership.

Ability to manage multiple priorities across client delivery, team management, and business development.

Industry Focus

The role will primarily support clients across:

Software & Platforms

High Tech

Communications & Media

The Manager is expected to build strong knowledge of industry-specific B2B Sales models, Go-to-Market strategies, Sales operating models, Sales processes, technology landscapes, and emerging AI opportunities.

Additional Information

Strong interest and demonstrated experience in B2B Sales transformation, Sales Operations, digital transformation, AI/GenAI, and emerging Sales technologies.

Ability to bridge business processes, technology, data, AI, and operating model considerations.

Familiarity with process mining, digital twins, and data-driven process validation approaches.

Applied understanding of AX Design, including AI-agent autonomy, escalation, decision boundaries, and human-agent collaboration.

Demonstrated ability to balance client delivery, team leadership, and Business Development responsibilities.

Strong consulting mindset with the ability to work across diverse client environments and lead teams toward measurable transformation outcomes.

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