Manager - Digital Inside Sales

Must have skills: Digital Inside Sales, Sales Operations

Good to have skills: Proposal building experience/Sales experience in DIS/Sales Operations and/or analytics

Experience: Minimum 10+ years of relevant experience is required

Educational Qualification: MBA or equivalent from a reputable school / program is highly desirable

Job Summary:

The DIS & Sales Ops Value Architect focuses on building quantified business value cases that Identify the value proposition that we as ACN can deliver to a current client/prospect using our DIS & Sales Ops offering and the levers/services that we can deliver them through.

Responsibilities:

- Responsible for building a quantified value proposition outlining the expected benefits that we can drive for a client (i.e. Revenue Increase, Cost Reductions, Customer/Partner experience increase etc..) given the client maturity, performance of peers in the industry and industry specific trends

- Responsible for build, enhancement & maintenance of the framework & toolkits/simulators needed to build business cases

- Responsible for build, enhancement & maintenance of the framework & toolkits/simulators needed to build business cases

- Responsible for driving pursuit team/ deal team/client buy in into the value proposition and subsequent inclusion into the client response decks/evolution into outcome-based deals

- Responsible for managing a small team of value architects and help them deliver innovative business cases/ensure client buy-in

- Responsible for working with the pursuit team to assess the maturity of a client (w.r.t. 12-15 key metrics such as Funnel Conversion Rates, Renewal Rate, Processing Times, First Time Right etc..) through client inputs & secondary research

- Responsible for upkeep & refinement of industry benchmarks against the 30-45 metrics to help assess the maturity of prospects & identify improvements that we can help drive

- Responsible for working with SMEs to refine the value proposition based on ACN experience of having driven it across clients with similar maturity within the same industry

- Responsible for innovating on the approach/process to build value propositions to clients