Studio+ Sales Transformation - Manager-Consulting

The opportunity

We are seeking an experienced and results-driven 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 manager, you will be responsible for 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 for shaping team recommendations. Key responsibilities include:

• Lead workstream delivery with a focus on on-time, on-budget delivery
• Create and manage the engagement resource plan and budget
• Collaborate with client executives to assess sales strategies, capabilities, processes, and technologies to identify opportunities for improvement
• Build and maintain strong client relationships to gather input and progress deliverables.
• Lead cross-functional teams and oversee the seamless execution of sales transformation initiatives.
• Lead and facilitate client workshops
• Advise clients on sales strategy, sales process, and sales technology industry trends or leading practices applicable to their business model
• Provide input and 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 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 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 can also be considered
• 5+ 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 workloads to meet deadlines and work objectives.
• Demonstrated experience facilitating client-facing meetings and workshops
• Problem solving and troubleshooting skills with experience exercising mature judgment in both internal and client-facing situations.
• Ability to participate in 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 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 leading sales practices, processes and technologies to help drive customer-centric solutions for helping clients reinvent their future state sales strategy.  
• Previous experience working with sales leadership to develop and implement actionable, measurable projects and programs that accelerate sales growth and improve overall sales productivity.  
• 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. 
• 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 in order to liaise with both business and IT stakeholders around management of the overall sales strategy, processes and needed technologies. 
• Ability to interact with client stakeholders at various executive levels all while providing strategic guidance that upholds the vision of the sales strategy and guiding principles of the overall digital transformation roadmap. 
• Ability to foster an innovative and inclusive team-oriented work environment. You’ll play an active role in counselling and mentoring staff and senior 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.