Order-to-Cash - Salesforce CPQ Senior Manager

As a member of our Business Transformation team, you will work as an extension of our client’s team to advise on and lead their transformation initiatives. Your work will serve in a functional role on high impact transformation initiatives and you will serve as a liaison with key stakeholders and the finance group, helping them to identify improvement needs and fully execute the changes to address them. 

We are seeking a highly skilled Salesforce CPQ Order-to-Cash Specialist to streamline and enhance our sales and billing processes. The ideal candidate will have extensive experience in Salesforce CPQ and a strong understanding of the order-to-cash cycle, ensuring seamless integration between sales, finance, and operations.

Key Responsibilities:

Salesforce CPQ Implementation & Management:

·       Configure and maintain Salesforce CPQ to meet business requirements.

·       Work with stakeholders to gather requirements and translate them into technical solutions.

·       Manage CPQ configuration, product rules, pricing rules, discount schedules, and approval processes.

·       Optimize CPQ processes to reduce quote errors and improve sales efficiency.

·       Assist in creating comprehensive technical documents.

·       Extensive knowledge of product configuration, complex pricing rules & sequence, quote configurator plugins & Salesforce CPQ APIs.

·       Proficiency in various CPQ functionalities like perpetual and subscription-based licensing, various discounting models, amendments, extensions, co-terming and renewals.

·       Solid experience in data migration strategy, tools and processes.

Order-to-Cash Process Optimization:

·       Ensure seamless integration between Salesforce CPQ and other systems (ERP, CRM, etc.) in the order-to-cash process.

·       Be an active member of a technical support team and manage the resolution of critical incidents.

·       Automate billing, invoicing, and payment processes to improve cash flow.

·       Work with finance teams to ensure accurate revenue recognition.

·       Develop and maintain reports and dashboards to monitor the order-to-cash cycle.

Collaboration & Training:

·       Collaborate with cross-functional teams (Sales, Finance, Operations) to ensure alignment and streamline processes.

·       Provide training and support to end-users on Salesforce CPQ functionalities and best practices.

·       Serve as the subject matter expert (SME) for Salesforce CPQ and related order-to-cash processes.

Continuous Improvement:

·       Identify opportunities to improve the order-to-cash process, reduce cycle times, and enhance customer satisfaction.

·       Stay up-to-date with Salesforce updates and industry trends to recommend and implement new features and functionalities that can be used to achieve maximum results.

·       Troubleshoot and resolve issues related to Salesforce CPQ and the order-to-cash process.

·       Remain knowledgeable of current technology and carry out research to identify new trends that can be used to achieve maximum results.

Preferred Skills:

·       Comprehensive understanding or deep expertise in the quote-to-cash core business cycle, operating models, organizational structures, and process best practices.

·       Proven experience in engagement management, leading projects and project teams.

·       Effective communication skills, including the ability to clearly communicate with clients, document requirements, and articulate the value proposition and business case for Business Transformation solutions.

·       Independent leadership abilities, capable of driving successful outcomes and ensuring client satisfaction in client engagements.

·       Strong project management skills, enabling timely reporting and progress updates.

·       Willingness to actively participate in internal business leadership, practice development, and initiatives focused on growth and development of team members.

Qualifications and Capabilities:

·       A motivated finance-focused individual with a minimum of eight plus years of combined experience in industry, finance and strategic consulting, as well as operational finance and accounting, with expertise in the quote-to-cash business cycle.  Big Four experience and CPA preferred.

·       Demonstrated ability to successfully lead transformation teams in various aspects of the transformation journey, including strategy development, planning, delivery, and execution.

·       Experience in professional service consulting and/or client engagement management.

·       In-depth knowledge of the end-to-end quote-to-cash (QTC) process, encompassing order management, credit analysis, invoicing, accounts receivable, collections, adjustments and deductions, and revenue recognition.

·       Comprehension of business functions that follow revenue recognition, including reporting.

·       Possesses functional, technical, and/or business knowledge related to people, processes, and technology in the context of sales and finance operations.

·       Familiarity with QTC technology solutions for CRM, billing, and revenue recognition (Salesforce, Zoho, Monday.com, Hubspot, Freshsales, Zendesk, Pipedrive, etc.).

·       Project management experience is a plus, showcasing the ability to plan, organize, and execute projects effectively.

·       Experience in the SaaS industry is a plus, indicating an understanding of specific order management needs and regulations.