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 BillingRevRec 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.

About Our Company | Accenture

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.)