Lead-to-Cash Functional Consultant

GN Industry High Tech Functional - Lead to Cash Consultant

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.

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