Associate Vice President - SaT - AMI - SaT - S&E - Deal Management

EY; Mumbai; On-site; INR 2,800,000 - 4,200,000; Full time

Job summary

EY in Mumbai seeks an Associate Vice President for AMI-SaT-SaT in Deal Management. This role leads Sales Acceleration, GTM optimization, pricing governance, and channel strategies to drive revenue growth and EBITDA improvements.

You will orchestrate cross-functional workstreams, design incentive programs, and implement a robust sales tech stack. The candidate will guide client engagements, manage analysts, and deliver board-ready outputs with a focus on sustainable margin expansion and

Qualifications

• MBA required and track record in revenue growth or deal management.
• Experience in sales transformation, pricing and channel strategies.
• Proven ability to deliver measurable improvements and ROI.

Responsibilities

• Drive end-to-end Sales Acceleration and Commercial Excellence programs.
• Redesign GTM model, segmentation, territory design, and key account plans.
• Set up sales cadence, governance, and incentive/compensation redesign.
• Recommend Sales Tech stack, CRM hygiene, and analytics dashboards.
• Lead cross-functional workshops with CXOs and commercial leaders.

Skills

Sales acceleration

GTM strategy

Pricing excellence

Data analytics

Operating model change

CRM familiarity

Advanced Excel

PowerPoint storytelling

Education

Master of Business Administration

Tools

Salesforce

Microsoft Dynamics

Job description

Job Summary

Associate Vice President-AMI-SaT-SaT - SE - Deal Management - Mumbai

Your key responsibilities

• We are seeking a high-impact consultant to drive Sales Acceleration and Commercial Excellence programs end-to-end-designing and delivering measurable improvements in revenue growth, margin expansion, and EBITDA improvement. The role spans Sales Transformation, Go-to-Market (GTM) optimization, pricing discounting excellence, channel/ecommerce strategy, performance management, and cost optimization across sales commercial functions. Key Responsibilities Sales Acceleration (Primary Focus)
• Diagnose revenue levers (pipeline health, conversion, win-loss, sales cycle, forecasting accuracy).
• Redesign GTM model (customer segmentation, territory design, coverage, key account plans).
• Build Sales Playbooks: customer value propositions, deal qualification, solution bundling, cross-sell/upsell motions.
• Set up Sales Ops cadence: funnel governance, weekly performance huddles, A/B tests, and field enablement.
• Implement Pricing Discounting Guardrails, Deal Desk, and approval thresholds to protect margin.
• Deploy Incentive/Comp Plan redesign aligned to growth and profitability; define KPIs scorecards.
• Stand-up Sales Tech stack recommendations (CRM hygiene, CPQ, pipeline analytics dashboards) and adoption. Sales Transformation
• Re-architect sales processes (lead-to-order), clarify RR between marketing, inside sales, field, channel.
• Design inside sales and partner/channel models; align governance and performance metrics.
• Build capability uplift programs: sales skills, coaching, and frontline manager playbooks. Cost Optimization EBITDA Improvement
• Identify cost-to-serve drivers across sales distribution; reduce SGA without hurting growth.
• Optimize trade spends, promotions, channel margins, and sales productivity.
• Improve pricing architecture and mix management to expand gross margin.
• Create zero-based commercial budgeting approaches where relevant. Growth Strategy
• Define growth thesis and priority battlegrounds by segment/region.
• Size opportunities and build GTM blueprints for new products/channels/geographies.
• Develop 3-5 year value creation plans with clear milestones and ownership. Delivery Stakeholder Management
• Lead cross-functional client workshops with CXOs and commercial leaders.
• Own work-streams, manage analysts/consultants, and deliver board-ready outputs.
• Quantify impact with robust baseline target realized tracking and value assurance.

Must-Have Skills

• Sales Acceleration Commercial Excellence: pipeline design, sales ops cadence, playbooks.
• GTM Channel Strategy: segmentation, coverage models, KAM, partner/e-comm strategy.
• Pricing Excellence: price/mix, discount governance, deal desk, promo ROI.
• Data-driven problem solving: funnel analytics, cohorts, drivers sensitivity analysis.
• Operating Model Change: incentives, org design, capability uplift, adoption management.
• Advanced Excel/Analytics; PowerPoint storytelling; CRM familiarity (e.g., Salesforce, Dynamics).
• Comfortable working in a client-facing, on-site environment to drive alignment, execution rigor, and sustained impact.

Qualifications

• Master of Business Administration

Experience

• Demonstrated outcomes in revenue growth, sales productivity uplift, pricing/margin expansion, and EBITDA improvement.

What we look for

People with the ability to work in a collaborative manner to provide services across multiple client departments while following the commercial and legal requirements. You will need a practical approach to solving issues and complex problems with the ability to deliver insightful and practical solutions. We look for people who are agile, curious, mindful, and able to sustain positive energy, while being adaptable and creative in their approach.

If you can confidently demonstrate that you meet the criteria above.