Job Title - Agentic AI (B2B Sales, CRM) - Manager – I&P; - GN - SONG

Management Level: 07 - Manager

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

Must have skills :

- Strong expertise in B2B Sales process transformation, covering end-to-end Sales process steps such as Lead Management, Lead Qualification, Opportunity Management, Pipeline Management, Account Management, Forecasting, CPQ, Deal Management, Contract Management, Order Management, and Sales Operations.
- Proven experience in future-state process design, process transformation, process optimization, and operating model design.
- Strong ability to lead client discovery and design workshops, stakeholder interviews, design-thinking sessions, and co-creation workshops.
- Experience integrating AI, GenAI, automation, and analytics into business and Sales processes.
- Strong understanding of Sales platforms and enterprise applications that enable the B2B Sales lifecycle.
- Ability to connect business processes, technology, operating models, and organizational change to develop practical transformation solutions.
- Strong team management and people leadership skills, including coaching, mentoring, work allocation, quality assurance, and developing junior practitioners.
- Strong executive communication and stakeholder management skills, with the ability to present and defend recommendations to senior client leadership.

Good to have skills :

- Experience with process mapping, process modeling, and visualization tools, including Microsoft Visio or equivalent applications.
- Exposure to process mining, digital twin, process simulation, or other data-driven approaches for process assessment and validation.
- Familiarity with AX Design and designing AI-agent experiences within business processes.
- Experience supporting Business Development, sales pursuits, RFP/RFI responses, proposal development, solutioning, and client presentations.
- Experience conducting change-impact assessments across people, process, technology, data, skills, and operating models.
- Knowledge of Sales platforms such as 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)

Job Summary

As a Manager – B2B Sales Transformation & Agentic AI, you will lead the design and transformation of end-to-end B2B Sales processes for clients across focus industries.

You will own the process transformation design cycle from understanding the client's current-state Sales processes and assessing industry, market, technology, and competitive forces, through defining future-state processes and operating models, to developing implementation and adoption approaches. You will bring strong knowledge of end-to-end Sales processes and how Sales platforms and applications enable these processes.

The role requires strong consulting leadership, including client workshop facilitation, stakeholder management, executive communication, team management, and delivery ownership. You will also contribute to Business Development efforts including opportunity shaping, solution development, proposal responses, process narratives, capability presentations, and client presentations.

As part of AI-led transformation, you will apply AX Design principles to create future-state process designs that define where AI agents operate autonomously, where human intervention is required, escalation triggers, controls, and the quality of human-agent handoffs.

Roles & Responsibilities:

B2B Sales Process Transformation

- Lead end-to-end B2B Sales process transformation initiatives across multiple Sales process steps and functional areas.

- Assess current-state processes and lead the design of future-state Sales processes and operating models aligned to business objectives and industry leading practices.
- Use appropriate AI tools to accelerate research, benchmarking, analysis, process documentation, and deliverable creation
- Drive transformation across key Sales processes including:
- Demand Generation
- Lead Management & Qualification
- Lead-to-Opportunity
- Pipeline Management
- Account Management
- Sales Forecasting & Planning
- CPQ & Deal Management
- Contract & Order Management
- Sales Operations & Revenue Operations

- Develop transformation roadmaps, process specifications,



business requirements, operating models, and implementation recommendations.

Sales Platforms & Applications

- Assess the role of Sales platforms and applications in enabling end-to-end B2B Sales processes

- Identify opportunities to improve platform related user experience, and process effectiveness, automation, integration, adoption, data quality etc.
- Support transformation initiatives involving, but not limited to, CRM/Sales Cloud, CPQ, CLM, Sales Planning, Forecasting, Deal Management, Incentive Compensation, Order Management, and Revenue Management platforms.
- Lead process visualization and documentation using Microsoft Visio and other process mapping/modeling tools.
- Work closely with business and technology teams to translate process requirements into platform and solution requirements.

Client Leadership & Workshops

- Lead client discovery workshops, stakeholder interviews, design-thinking sessions, and co-creation workshops.

- Facilitate discussions with Sales, Operations, Technology, and Business stakeholders.
- Present transformation recommendations and future-state designs to senior client leadership.
- Manage day-to-day client relationships, stakeholder expectations, risks, dependencies, and issue resolution and build trusted relationships through domain and consulting expertise

Agentic AI, GenAI & AX Design

- Identify high-impact use cases where AI can improve Sales productivity, decision-making, forecasting, customer engagement, customer experience and operational efficiency.

- Understanding of build-deploy-adopt cycle and costing / pricing of AI led solutions
- Apply AX Design principles to future-state process specifications by defining:
- AI-agent responsibilities
- Autonomy levels
- Decision-making boundaries and escalation triggers
- Human intervention points, human-agent handoffs and protocols
- Quality and governance requirements

- Estimate impact of identified AI interventions in Sales processes

Agentic AI, Benchmarking & Analytics

- Lead process maturity assessment, benchmarking, and assessments to identify transformation opportunities.

- Assess market and industry trends across Insurance, Banking & Capital Markets, Software & Platforms, High Tech, and Communications & Media.
- Use process mining, digital twin, and process simulation to validate findings and future-state process designs
- Perform change management and develop change-impact assessments covering people, process, technology, data, skills, and organizational structures.

Business Development & RFP

- Contribute actively to Business Development, RFP/RFI, proposal, and pursuit activities.

- Participate in opportunity qualification, solutioning, RFP response, building proposal narrative & approach, case studies, and capability presentations.
- Translate client requirements into practical B2B Sales transformation solutions and roadmaps.
- Support client presentations, solution demonstrations, workshops, and pursuit discussions.
- Develop reusable Sales transformation assets, accelerators, frameworks, and points of view to support future pursuits.

Team Management & People Leadership

- Lead and manage consulting teams across Sales transformation and AI engagements

- Allocate work, establish priorities, monitor delivery quality, and ensure timely completion of team deliverables
- Coach junior team members to build team capabilities through knowledge sharing, training and reusable assets
- Ensure appropriate quality reviews and adherence to Accenture delivery and consulting standards

Professional & Technical Skills:

- Deep understanding of end-to-end B2B Sales processes and expertise in process transformation

- Proven experience in process mapping, as-is assessment, future-state process design, and operating model design
- Strong knowledge of Sales Operations and Sales Transformation.
- Experience working with and functional understanding of Sales platforms and applications supporting the B2B Sales lifecycle e.g. 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)
- Proficiency or working knowledge of Microsoft Visio and process mapping/modeling/ visualization tools.
- Experience in designing and solutioning Agentic AI, GenAI and automation interventions for sales process transformation
- Ability to lead client discovery and design-thinking workshops and stakeholder interviews

- Experience in building client proposals, AI-embedded solutions, and leadership presentations
- Strong benchmarking, analytical, problem-solving, and structured-thinking capabilities

- Experience in developing transformation roadmaps and business cases
- Robust communication skills and solid stakeholder management & leadership skills

Industry Focus:

The role will primarily support clients across:

- Insurance
- Banking & Capital Markets
- Software & Platforms
- High Tech
- Communications & Media

The Manager is expected to build strong knowledge of industry-specific B2B Sales models, Go-to-Market strategies, Sales operating models, Sales processes, technology landscapes, and emerging AI opportunities.

Additional Information:

- Strong interest and demonstrated experience in B2B Sales transformation, Sales Operations, digital transformation, AI/GenAI, and emerging Sales technologies.
- Ability to bridge business processes, technology, data, AI, and operating model considerations.
- Familiarity with process mining, digital twins, and data-driven process validation approaches.
- Applied understanding of AX Design, including AI-agent autonomy, escalation, decision boundaries, and human-agent collaboration.
- Demonstrated ability to balance client delivery, team leadership, and Business Development responsibilities.
- Robust consulting mindset with the ability to work across diverse client environments and lead teams toward measurable transformation outcomes.

About Accenture:

Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions — underpinned by the world’s largest delivery network — Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. With 624,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives. Visit us at
About Our Company | Accenture

About Accenture Industries and Process (I&P;):

Accenture I&P; shapes our clients’ future, combining deep business insight with the understanding of how technology will impact industry and business models. Our focus on issues such as digital disruption, redefining competitiveness, operating and business models as well as the workforce of the future helps our clients find future value and growth in a digital world. Today, digital is changing the way organizations engage with their employees, business partners, customers, and communities. This is our unique differentiator. To bring this global perspective to our clients, Accenture I&P;'s services include those provided by our Global Network – a distributed management consulting organization that provides management consulting and strategy expertise across the client lifecycle. Our Global Network teams complement our in-country teams to deliver cutting-edge expertise and measurable value to clients all around the world. For more information visit https://www.accenture.com/us-en/Careers/capability-network

Accenture Global Network | Accenture in One Word

At the heart of every great change is a great human. If you have ideas, ingenuity and a passion for making a difference, come and be a part of our team.

Experience:

- 8 -12 years of experience in management consulting, process transformation, process excellence, Sales Operations, business transformation, or related areas.
- Demonstrated experience leading process transformation workstreams and managing client and internal stakeholders.
- Experience managing and developing consulting teams
- Experience supporting BD, RFP/RFI, proposal, and pursuit activities is preferred.

Educational Qualification : Bachelor's Degree or equivalent, MBA/PGDM (Preferred)

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