Studio+ Sales Transformation - Senior Consultant - Location Open

About the role

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.

Responsibilities

• 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

Qualifications

• Bachelor's degree required (4-year 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

• 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
• 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
• 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

Pay

• Base salary range for all geographic locations in the US: $97,300 to $178,300
• Base salary range for New York City Metro Area, Washington State and California (excluding Sacramento): $116,700 to $202,600
• Individual salaries within those ranges are determined through a wide variety of factors including but not limited to education, experience, knowledge, skills and geography

Benefits

• Medical and dental coverage
• Pension and 401(k) plans
• Flexible vacation policy (you decide how much vacation time you need based on your personal circumstances)
• Designated EY Paid Holidays
• Winter/Summer breaks
• Personal/Family Care leave
• Other leaves of absence when needed to support your physical, financial, and emotional well-being

Schedule

• Hybrid model: most people in external, client serving roles work together in person 40-60% of the time over the course of an engagement, project or year
• Travel estimated 50-80% both domestically and internationally