Job Description

Accenture Strategy & Consulting - Global Network High Tech - Lead to Cash
Management Level: Consultant
Location: Bangalore/ Gurgaon
Must have skills:

• Hands-on functional experience across Lead-to-Cash (L2C) processes: Lead capture & scoring, opportunity management, product & pricing configuration, quote management, order orchestration, fulfillment status visibility, billing / invoicing, revenue recognition, renewals.
• Experience integrating CRM (Salesforce Sales Cloud / SAP Sales Cloud) with ERP (SAP S/4HANA or equivalent) and downstream billing / subscription / finance systems.
• Ability to model end-to-end data flows, process hand-offs, and orchestration logic across L2C applications.
• Functional configuration capability in at least one major platform area supporting L2C (e.g., SAP S/4 Order-to-Cash, Salesforce Sales Cloud, Salesforce CPQ, SAP BRIM / Subscription Billing, Zuora Billing).

Good to have skills:

• Exposure to Contract Lifecycle Management (CLM), subscription & usage-based pricing, entitlement & renewals management.
• Understanding of Lead-to-Order and Quote-to-Cash sub-process decomposition and KPIs (conversion, cycle time, ARR / TCV capture, churn).
• Familiarity with Agile delivery methods & tools (Jira, ADO, Rally) and DevOps-aligned release/change practices.
• Working knowledge of integration patterns / APIs / middleware (e.g., MuleSoft, SAP CPI) and basic data transformation concepts.
• Technical awareness (not deep coding) in languages / platforms often used in integrations or extensions (e.g., Java, .NET, ABAP enhancements, Apex for Salesforce).

Job Summary
We are seeking a Lead-to-Cash Functional Consultant with strong domain depth in front-office-to-back-office sales execution processes and the enabling application landscape. In this role you will help clients standardize, optimize, and scale their L2C capabilities across complex, multi-entity global environments--linking demand generation to booking, billing, revenue, and renewal value realization. You will lead business process alignment, solution design, functional configuration, data & integration mapping, and stakeholder engagement. A typical day spans facilitating requirements workshops, translating business rules into system behavior, partnering with technical build teams, validating end-to-end scenarios, and advising clients on adoption, controls, and KPIs.
Roles & Responsibilities

• Assess & Design L2C Processes: Map current-state lead, opportunity, quote, order, billing, and renewals flows; identify gaps, pain points, and harmonization opportunities; define future-state blueprint aligned to business models (license, subscription, usage, services, hardware).
• Functional Configuration: Configure L2C solution components (e.g., opportunity stages, product catalogs & hierarchies, pricing/discount logic, quote templates, order types, billing plans, revenue rules) in target platforms.
• Data & Integration Alignment: Define key data objects (account, contact, product, price, quote, order, contract, invoice, usage record), data ownership, and integration mappings across CRM/CPQ/ERP/Billing/RevRec systems; support interface design and testing.
• Guided Selling & Pricing Governance: Enable rules-driven configuration, eligibility/compatibility checks, and centralized vs. market-specific pricing & discount policies to improve deal velocity and margin control.
• Workflow & Approvals: Design tiered approval matrices (commercial, finance, legal) triggered by deal size, margin thresholds, or non-standard terms; streamline cycle times.
• Contract & Subscription Management: Support contract creation, amendments, renewals, upsell / cross-sell processes, and co-terming strategies to protect recurring revenue.
• Order Orchestration & Fulfillment Visibility: Align quote outputs with executable orders in ERP; ensure provisioning/fulfillment status flows back to sales & customer portals.
• Billing, Invoicing & Revenue Recognition Alignment: Coordinate billing triggers (ship, activate, milestone, usage), invoice consolidation, credit/debit memo handling, and RevRec mapping for compliance (IFRS/ASC).
• Workshops & Stakeholder Management: Lead cross-functional discovery (Sales, Finance, Operations, IT, Legal) to capture requirements, prioritize features, and build adoption plans.
• Testing & UAT Support: Develop E2E test scenarios that span lead creation through invoice & revenue; validate data continuity and exception paths.
• Analytics & KPI Enablement: Define metrics (lead conversion, quote cycle time, booking accuracy, DSO impact, ARR growth, renewal rates) and partner on dashboard design.
• Change, Training & Adoption: Produce role-based training materials; support change impact assessments and cutover readiness for global rollouts.
• Continuous Improvement: Review production metrics & user feedback; recommend automation, data quality fixes, and process optimization to reduce leakage and improve time-to-cash.

Professional & Technical Skills

• Strong understanding of sales & commercial operations, pipeline management, forecast hygiene, and hand-offs into downstream execution.
• Deep familiarity with product configuration, pricing & discounting, bundled offers, promotions, and channel-specific price lists.
• Working knowledge of quote lifecycle management and translation to executable orders.
• Experience with multi-entity / multi-currency / multi-region deployments and localization requirements (tax, language, fiscal calendars).
• Ability to conduct structured requirements & solution design workshops and convert outcomes into user stories / functional specs.
• Exposure to or experience integrating CRM ? CPQ ? ERP ? Billing ? RevRec toolsets (examples: Salesforce Sales Cloud & CPQ, SAP Sales Cloud, SAP S/4 SD, SAP BRIM / Subscription Billing, Zuora, Oracle, Conga CLM, RevPro).
• Proficient in creating process maps, data models, and RACI / control frameworks for L2C governance.
• Strong analytical, problem-solving, and stakeholder communication skills; comfortable presenting to business and technical audiences.
• Experience supporting global rollouts including template vs. local variant design, data migration coordination, and hypercare.

Additional Information

• Candidates with a strong educational foundation in engineering, information systems, or business technology--and demonstrable impact delivering Lead-to-Cash modernization or digital sales transformation programs--will be prioritized.
• Technical extension skills (basic ABAP enhancements, Apex, integration scripting, or reporting / analytics) are advantageous but not mandatory.
• Willingness to travel / collaborate across global time zones required.

Experience:

• Minimum 2+ years hands-on in Lead-to-Cash / Quote-to-Cash / Order-to-Cash functional workstreams AND ~4-8 years total professional experience in technology-enabled business transformation (adjust range per internal leveling as needed).

Educational Qualification:

• B.Tech / BE (or equivalent). Advanced degree (MBA / MS) a plus. (Capture accurate educational details per candidate record.)

About Accenture Accenture is a leading global professional services company that helps the world's leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services--creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world's leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360 value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360 value we create for our clients, each other, our shareholders, partners and communities.
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Skills Required