At PwC, our people in customer consulting specialise in providing consulting services focused on customer-related strategies and initiatives. These individuals analyse client needs, develop customer-centric solutions, and offer guidance and support to help clients enhance their customer experience and drive business growth. Those in customer sales and services at PwC will specialise in providing consulting services focused on customer sales and service strategies. You will analyse customer engagement processes, develop sales and service strategies, and offer guidance and support to help clients enhance their sales effectiveness, improve customer satisfaction, and drive revenue growth.The Commercial & Service Excellence platform helps clients transform how they engage, sell to, and serve their customers through strategy, operations, and technology. From optimizing go-to-market strategies to delivering and managing Salesforce and Dynamics platforms, the offering enables end-to-end commercial transformation. Whether modernizing sales, marketing, e-commerce or customer service functions, Commercial and Service Excellence equips teams to create connected customer experiences, drive revenue growth, and sustain performance through managed services.Our Sales, Service & Marketing practice team, which is part of CSX, focuses on modernizing commercial functions across marketing, sales, and service to drive profitable growth and customer engagement. Combines strategy, operations, and technology—including Dynamics, enabling apps, and contact center platforms—to transform how clients activate and scale in the market.
OFFERING OVERVIEW: SALES OPERATIONS
Sales Operations Offering focuses on AI Powered Sales Effectiveness to reduce friction and increase win rates. We collaborate with our clients to reinvest in an organization where the customer is at the very center.Our consulting team works with our global clients to Provides process and execution support around core sales operations, including sales model design, territory and channel coverage, upskilling, compensation and sales effectiveness levers. Supports process design around sales technology implementations
Knowledge Preferred
POSITION REQUIREMENTS –
Experienced Associate
Candidates should demonstrate substantial experience and/or knowledge in any sector in the following areas:
- Sales Operations
- Sales Strategy
- Sales Enablement
- AI Powered Sales Effectiveness
- Territory management
- Channels Strategy
- Compensation Analysis
- Sales Pipeline Management
- Sales Performance Analysis
Skills Preferred
Candidates should be able to demonstrate extensive Sales Operations and transformation consulting abilities within a project team that includes the following:
- Sales Process Integration: Support global teams in aligning and integrating core sales activities (e.g., Lead Management, Opportunity Management, Quote Management, Contract Lifecycle Management etc.) to enhance seller efficiency and effectiveness.
- Sales Technology Assessment and Implementation Support: Assist with assessment, requirement gathering, process mapping and solution configuration for CRM and Revenue Ops tools (e.g., Salesforce, Revenue Intelligence, Conversational Intelligence, CPQ platforms), enabling seamless adoption and operational alignment.
- Territory, Coverage & Channel Strategy Design: Assist in designing and optimizing territory models, account segmentation, and channel strategies to drive balanced and scalable coverage.
- Sales Compensation & Incentive Support: Conduct compensation benchmarking, analyze incentive structures, and support implementation of data-driven compensation models aligned to performance goals.
- Sales Enablement & Upskilling: Support the creation of enablement strategies, content development, and rollout of training programs aimed at boosting seller capability and performance.
- Core Consulting Skills: Problem Solving & Critical Thinking, Effective Communication (Verbal and Written), Structured Approach to Business Analysis, Client & Stakeholder Engagement Support, Operational Excellence, Data Interpretation and Visualization, Business Development.
Educational Background
MBA in Sales / Marketing / Strategy/ Analytics from a premier B-School
Additional Information
- Travel Requirements: Travel to client locations may be required as per project requirements.
- Experience: 2-5 years (Experience Associate) / 5 – 8 years (Senior Associate) of prior relevant work experience in a Sales or Sales consulting role in management consulting or similar multinational environment will be a bonus.
