Studio+ Sales Transformation - Senior Manager-Consulting

The opportunity

We are seeking an experienced and results-driven Senior Manager to join our Sales transformation practice within EY Studio+.  In this role, you will work with client business teams spanning across the lead-to-cash process to help clients reimagine capabilities across their sales strategy, sales operations, sales process, and sales technology to accelerate revenue growth or optimize their sales efficiency.

As a member of our Sales Transformation team, you will use your skills across the lead-to-cash process areas as well as your industry expertise to deliver complex, multi-part client engagements to drive our clients’ success. Whether you’re helping a client define their customer segmentation, sales coverage model, or defining the sales process that will inform a sales technology implementation, you will work on a dynamic mix of projects helping our clients solve some of their most pressing issues designing and implementing the future of sales. On this team, you’ll have the unique opportunity to imagine the future as well as create it, where you can craft ideas and implement them for our clients.

Your key responsibilities

As a Senior Manager, you will be responsible for selling, managing and delivering one or more workstreams on a project with a focus on quality, coordination across internal and client teams, and effective risk management. You will provide guidance and structure to shape your team’s daily work and take ownership of shaping team recommendations. Key responsibilities include:

• Drive business development activities including RFP submissions, sales presentations and identifying additional opportunities while delivering on projects
• Lead client engagements from planning to execution and closure; oversee multiple workstreams with a focus on on-time, on-budget delivery
• Lead daily client interactions and relationship development
• Be accountable for the budget, delivery, and performance of complex processes, solutions, and/or projects to achieve performance objectives
• Collaborate with senior client stakeholders to assess sales strategies, capabilities, processes, and technologies to identify opportunities for improvement
• Lead and facilitate client executive workshops and meetings
• Build and maintain strong, trusted client relationships, identifying opportunities for additional value creation and driving new business initiatives.
• Lead cross-functional teams and oversee the seamless execution of sales transformation initiatives.
• Advise clients on sales strategy, sales process, and sales technology industry trends or leading practices applicable to their business model
• Provide direction to team’s assessment and implementation of enterprise sales processes and related technology platforms and tools (e.g., CRM, CPQ tools, CLM tools)
• Mentor and coach junior team members, fostering a culture of growth, collaboration, and innovation.
• Stay ahead of emerging trends in sales operating models, customer experience, sales technologies, and AI.

Consulting Services – Sales Transformation Senior Manager 

To qualify for the role, you must have 

• Bachelor’s degree required (4-year degree) Bachelor’s degree in Marketing, Business Administration, Data Analytics, or a related field; MBA or equivalent may be preferred
• No less than 8-10 years of work experience in consulting or industry position with a focus on commercial functions or related technologies (e.g., Marketing, Sales, Sales Operations, Pricing)
• Experience leading teams and effectively prioritizing workload to meet deadlines and work objectives.
• Demonstrated ability to identify and sell consulting services
• Demonstrated experience developing client relationships within commercial functions and facilitating client-facing meetings or workshops
• Experience leading the strategic design process of projects, assisting with the overall sales strategy, process and technology for clients across multiple industries. 
• Excellent presentation skills, and the ability to communicate complex technical concepts simply and effectively to all audiences
• Strong interpersonal and leadership skills and a desire to build teams
• Ability to use Microsoft Suite programs
• A valid passport and US driver’s license; willingness and ability to travel estimated 50-80% both domestically and internationally.

Skills and attributes for success 

• Demonstrated experience working in teams that require collaboration across business or technology functions engaged in the lead-to-cash process (e.g., marketing, sales, pricing, order management, finance)
• Knowledge of sales leading practices, processes and technologies to help drive customer-centric solutions for helping clients reinvent their future state sales strategy.  
• Previous experience working with B2B or B2C sales leadership to develop and implement actionable, measurable projects and programs that accelerate sales growth and improve overall sales productivity.  
• Deep business understanding of sales solutions (CRM, CPQ, CLM), working with clients to assess their current digital technology maturity, identify gaps and shape a comprehensive end-to-end sales technology roadmap. 
• Previous experience with technology sourcing and selection activities on digital transformation programs, working with 3rd party vendors to identify sales solution options for digital sales transformations. 
• Previous experience delivering end-to-end technology programs from inception to go-live and ability to bring lessons learned to accelerate our ability to successfully deliver engagements. 
• Knowledge of key trends and associated technical capabilities in order to liaise with both business and IT stakeholders around management of the overall sales strategy, processes and needed technologies. 
• Previous experience engaging client stakeholders at various executive levels to drive transformation objectives
• Familiarity working with agile delivery methodology

Ideally, you’ll also have 

• Proven ability to navigate complex organizational structures and environments
• Strong leadership skills with the ability to inspire and motivate teams
• Excellent communication and interpersonal skills to build and manage internal and client relationships at all levels
• Experience identifying and implementing AI use cases that support sales functions
• Understanding and ability to explain industry trends, best practices and technological innovations to refine/evolve sales strategies accordingly.

What we look for 

We are seeking top performers who demonstrate a blend of talents and skills, including the ability to think strategically, execute tactically, and engage collaboratively with a wide range of business stakeholders. You should be passionate about driving change and innovation, possess strong leadership qualities, and have the capacity to deliver complex projects with a focus on results and client satisfaction. Individuals who bring a collaborative, team-oriented working style and are used to delivering projects that engage multiple business or technology functions excel on our sales transformation projects.