I&P GN - Song – Sales- Consultant - Process Excellence-PE

Job Title - Consultant – Process Excellence

Management Level: 09 - Consultant

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

Must-Have Skills

• Strong understanding of B2B Sales processes and end-to-end Sales process steps, including Lead Management, Lead Qualification, Opportunity Management, Pipeline Management, Forecasting, Account Management, CPQ, Deal Management, Contract Management, Order Management, and Sales Operations.
• Experience in process excellence, process redesign, process optimization, benchmarking, and data analysis.
• Ability to analyze current-state processes, identify improvement opportunities, and support the design of future-state Sales processes and operating models.
• Working knowledge of AI, GenAI, automation, and AI-assisted analytics and their application to business and Sales process transformation.
• Ability to conduct research, analyze industry trends, and translate findings into actionable insights and recommendations.
• Strong analytical and problem-solving skills with the ability to work independently and progressively take ownership of assigned deliverables.

Good-to-Have Skills

• Experience with process mapping, process modeling, and visualization tools, including Microsoft Visio or equivalent applications.
• Exposure to Sales platforms and applications, 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) platforms.
• Familiarity with AX Design and the application of AI-agent concepts within business processes.
• Experience supporting Business Development (BD), proposal development, RFP/RFI responses, solutioning, and client presentations.
• Client-facing consulting, workshop facilitation, and stakeholder management experience.
• Exposure to change-impact assessment across people, process, technology, data, and operating model dimensions.
• Knowledge of Power BI, Tableau, GenAI platforms, or other analytics and visualization tools.

Job Summary

As a consultant – B2B Sales Transformation & Process Excellence, you will support clients in analyzing, redesigning, and transforming their end-to-end B2B Sales processes. You will work across key Sales process steps, from Lead Management and Qualification through Opportunity Management, Pipeline Management, Forecasting, CPQ, Deal Management, Contracting, Order Management, and Sales Operations, helping identify opportunities for process simplification, automation, platform enablement, and AI-led transformation. You will conduct industry research, benchmarking, data analysis, and process assessments to develop insights that support transformation recommendations.

You will also contribute to Business Development and RFP/RFI activities, including research, solution development, process narratives, capability presentations, proposal content, and client-ready materials. The role will involve working with Sales platforms and enterprise applications, understanding how technology enables business processes, and supporting digital and platform transformation initiatives. You will use tools such as Microsoft Visio, Power BI, Tableau, and GenAI-enabled platforms to analyze, visualize, and communicate findings. You will also develop an understanding of AX Design, recognizing how AI agents can be embedded within redesigned Sales processes. This includes defining where AI can operate autonomously, where human intervention is required, and how AI-to-human handoffs should be designed. You will primarily support engagements across the Software & Platforms, High Tech, and Communications & Media industries, while developing broader cross-industry Sales transformation expertise.

Roles & Responsibilities

B2B Sales Process & Transformation

• Analyze current-state B2B Sales processes and document process steps, activities, roles, systems, data, controls, and pain points.
• Support the design of future-state Sales processes, identifying opportunities for simplification, standardization, digitization, automation, and AI enablement.
• Develop process assessments across the Sales lifecycle, including:

• Lead-to-Opportunity
• Lead Qualification
• Opportunity Management
• Pipeline Management
• Sales Forecasting
• Account Management
• CPQ and Deal Management
• Contract Management
• Order Management
• Sales Operations and Revenue Operations

• Identify process gaps, inefficiencies, manual activities, duplication, and opportunities for process improvement.
• Support the development of Sales operating models, process standards, functional requirements, playbooks, and transformation of roadmaps.

Process Excellence & Analytics

• Conduct process excellence, benchmarking, and maturity assessments to identify improvement opportunities.
• Develop industry and functional trend assessments across Software & Platforms, High Tech, and Communications & Media.
• Build analytical frameworks and data-driven assessments using AI-assisted analytics and visualization tools.
• Analyze business and operational data and translate findings into structured insights and recommendations.
• Conduct peer and industry benchmarking to assess client performance against relevant market practices.
• Develop supporting materials, dashboards, presentations, and executive-ready recommendations.

Sales Platforms & Applications

• Support assessments of Sales platforms and applications and their alignment with business processes and user requirements.
• Analyze how CRM, Sales Cloud, CPQ, CLM, Forecasting, Sales Planning, Deal Management, Incentive Compensation, Order Management, and other Sales applications enable the Sales lifecycle.
• Develop process maps and workflows using Microsoft Visio and other process modeling/visualization tools.
• Support requirements gathering, functional analysis, process design, and platform transformation activities.
• Identify opportunities to leverage technology, automation, AI, and GenAI across Sales process steps.

AI, GenAI & AX Design

• Apply relevant AI and GenAI tools across research, analysis, process assessment, documentation, and deliverable creation.
• Explore opportunities to embed AI and automation within Sales processes to improve productivity, decision-making, customer experience, and operational efficiency.
• Apply AX Design principles when assessing AI-enabled processes.
• Define how AI agents could operate within individual Sales process steps, including:
  • Activities handled autonomously by AI
  • Decision-making boundaries
  • Human intervention requirements
  • AI-to-human handoffs
  • Controls and governance
• Support the development of AI-enabled process concepts, use cases, and transformation recommendations.

Business Development & RFP Support

• Support Business Development, RFP/RFI, proposal, and pursuit activities.
• Conduct client, industry, competitor, and market research to support pursuit strategies.
• Develop RFP responses, solution narratives, process diagrams, capability presentations, case studies, and proposal content.
• Translate client requirements into structured Sales transformation approaches and solution concepts.
• Support development of value propositions, solution approaches, delivery models, and transformation roadmaps.
• Contribute to client presentations, workshops, demonstrations, and pursuit discussions.
• Collaborate with senior consultants and leadership teams to develop differentiated and client-relevant solutions.

Client & Engagement Support

• Participate in client workshops and stakeholder discussions to understand business requirements, pain points, and transformation objectives.
• Support interviews and working sessions with Sales, Operations, Technology, and Business stakeholders.
• Develop clear and structured communication materials for clients and leadership review.
• Conduct change-impact assessments covering people, process, technology, data, skills, and operating model changes.
• Incorporate stakeholder feedback into process and transformation designs.

Professional & Technical Skills

• Strong understanding of B2B Sales processes and Sales process steps.
• Knowledge of Sales Operations and Sales transformation concepts.
• Experience or exposure to process excellence, process redesign, benchmarking, and process optimization.
• Ability to perform data analysis and AI-assisted analytics.
• Working knowledge of how AI, GenAI, automation, and digital technologies can be incorporated into business processes.
• Experience with or exposure to Sales platforms and applications such as CRM/Sales Cloud, CPQ, CLM, Sales Planning, Forecasting, Deal Management, and Order Management.
• Familiarity with Microsoft Visio and other process mapping/modeling tools.
• Experience with Power BI, Tableau, Excel, GenAI platforms, or similar analytical and visualization tools.
• Ability to convert analytical findings into structured business recommendations and executive-ready deliverables.
• Strong written and verbal communication skills.

Business Development & Consulting Skills

• Exposure to RFP/RFI response management and proposal development.
• Ability to develop client-ready presentations, solution narratives, process diagrams, and supporting materials.
• Strong research and problem-solving capabilities.
• Ability to communicate complex business and technology concepts in clear business language.
• Exposure to client-facing consulting, stakeholder management, and workshop facilitation.
• Ability to work effectively with distributed, cross-functional, and multicultural teams.
• Demonstrated ability to take increasing ownership of workstreams and deliverables.

Industry Focus

The role will support consulting and transformation engagements primarily across:

• Software & Platforms
• High Tech
• Communications & Media

Candidates should demonstrate an interest in understanding industry-specific Sales models, go-to-market strategies, operating models, Sales processes, and technology landscapes.

Additional Information

• Strong interest in B2B Sales transformation, process excellence, digital transformation, AI, and emerging Sales technologies.
• Familiarity with process mapping and modeling using Visio or similar tools.
• Growing understanding of AX Design, AI-agent behavior, autonomy levels, decision boundaries, and human-machine collaboration.
• Ability to work across both client delivery and Business Development/RFP activities.
• Willingness to continuously build expertise across Sales processes, Sales platforms, industry trends, AI/GenAI, and consulting methodologies.

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