Studio+ Sales Transformation - Senior Consultant

We are seeking an experienced and results-driven Senior Consultant 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/Lead-to-order process areas as well as your industry expertise to deliver complex, 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 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 Consultant, you will participate in the design and implementation phases of client projects. Daily, you will support or lead analyses and work product development on a client-facing team. You will conduct qualitative and quantitative research, synthesize findings, and formulate recommendations to support client goals and objectives. Key responsibilities include:

• Conduct internal and external research on leading practices for B2C and B2B sales organizations
• Lead client stakeholder interviews to understand the business landscape and identify opportunities for improvement
• Document sales processes and the enabling technology that supports each process
• Prepare materials and facilitate client workshops
• Collaborate with client executives to assess sales strategies, capabilities, processes, and technologies to identify opportunities for improvement
• Support the assessment and implementation of enterprise sales technology platforms and tools (e.g., CRM, CPQ tools, CLM tools)
• Mentor 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.

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 can also be considered
• 3+ 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 effectively prioritizing workload to meet deadlines and work objectives.
• Problem solving and troubleshooting skills with experience exercising mature judgment in both internal and client-facing situations.
• Demonstrated experience delivering work in core consulting competencies such as workshop planning and coordination, leading practice research, current state assessment, gap analysis, future state roadmap definition
• Possess advanced analytical and collaborative problem-solving skills and demonstrate the ability to conceptualize components of a business issue to aid in the analysis and definition of solutions.
• 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 B2C and B2B sales environments including common roles within a sales organization, core components of a sales process, tools utilized by a sales organization, and KPIs typically measured
• Knowledge of sales leading practices, processes and technologies to help drive customer-centric solutions for helping clients reinvent their future state sales strategy.  
• Understanding sales solutions (CRM, CPQ, CLM) and working with clients to assess their current digital technology maturity, identify gaps and shape a comprehensive end-to-end sales technology roadmap. 
• Understanding of 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 to liaise with both business and IT stakeholders around management of the overall sales strategy, processes and needed technologies. 
• Ability to foster an innovative and inclusive team-oriented work environment. You’ll play an active role in counselling and mentoring staff consultants within the organization by providing structured, on-the-job feedback and creating meaningful experiences to develop your core consulting skills. 

Ideally, you’ll also have 

• Basic technical knowledge of key Sales CRM technology solutions (e.g.,. Salesforce.com, Microsoft Dynamics); CPQ technology solutions (e.g., PROS, SFDC CPQ, Oracle CPQ); and CLM technology solutions (e.g., Conga, SirionLabs, Docusign, etc.) and experience implementing such solutions for clients across different industries. Certification in any of the above technologies is a plus. 
• Familiarity with AI use cases that support sales functions
• Working knowledge of agile delivery methodology or experience working in a team that operates in an agile fashion
• Awareness of 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.

What we offer you
At EY, we harness our collective strength to empower you to shape your future with confidence through professional growth, personal fulfillment and an inclusive culture. Learn more at ey.com/us/careers.

• The salary range for this job is:
  • New York City, Boston, and Washington DC Metro Areas, Washington State, and Southern California offices – $116,700 to $194,500
  • Bay Area California offices – $121,600 to $202,600
  • All other offices locations in the US, including Sacramento – $97,300 to $178,300
• Individual salaries within these ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography.  In addition, our Total Rewards package includes medical and dental coverage, pension and 401(k) plans, and a wide range of paid time off options.

Are you ready to shape your future with confidence? Apply today.                                          

• To make the most of your application experience, please limit yourself to two applications within a six-month period.
• EY accepts applications for this position on an on-going basis.
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