Practice Success Manager

Job Description:

The Sage Intacct Practice Consultant will be responsible for creating and converting new commercial opportunities across a defined base of accounting practices. The role is focused on proactively hunting for growth, influencing senior stakeholders, and positioning Sage Intacct as the strategic platform for practices looking to modernise, differentiate and grow their client advisory services.

Success will come from building senior-level relationships, challenging current thinking, and driving meaningful change within practices. The Practice Consultant will use a structured, commercially disciplined approach to identify whitespace, generate qualified pipeline, shape opportunities, and convert them into revenue, while reclaiming competitive market share and increasing adoption of Sage Intacct.
Key Accountabilities
* New Business & Pipeline Creation: Proactively hunt for new opportunities across allocated practices, identifying whitespace, creating demand, and generating qualified pipeline.
* Commercial Ownership: Take accountability for revenue outcomes, bookings performance, conversion rates, and competitive displacement within the assigned territory.
* Senior Stakeholder Influence: Engage, challenge, and influence senior decision-makers, including Partners and C-Suite leaders, to create urgency and secure commitment to change.
* Change Leadership: Help practices recognise the commercial value of transformation, guiding them from interest to action and building confidence in Sage Intacct as the strategic platform of choice.
* Strategic Account Planning: Build clear practice-level plans that link client growth ambitions, advisory strategy, and digital transformation priorities to Sage Intacct adoption.
* Consultative Selling: Uncover business pain, qualify opportunity value, handle objections, and position Sage Intacct against incumbent and competitive solutions.
* Market Activation: Drive visibility and demand through targeted events, partner engagement, social activity, and thought leadership aimed at senior practice leaders.
* Internal Collaboration: Work closely with Product, Marketing, Sales Operations, Loyalty, Commercial, and Sales teams to progress opportunities and accelerate deal momentum.
* Pipeline Discipline: Maintain accurate pipeline, clear next steps, and forecast precision within ±5%, ensuring opportunities are actively progressed to closure.

Skills, Know-How & Experience
* Proven Hunting Mindset: Confident creating opportunities from a cold or under-developed base, with the drive to open doors, build momentum, and convert interest into qualified pipeline.
* Commercial Acumen: Strong understanding of revenue drivers, pipeline health, conversion, competitive displacement, and the behaviours needed to deliver bookings targets.
* Senior-Level Influence: Able to engage Partners, Managing Partners, and C-Suite stakeholders with credibility, confidence, and commercial relevance.
* Change-Led Selling: Skilled at challenging current thinking, creating urgency, and helping practices understand the strategic and financial value of transformation.
* Consultative Sales Capability: Strong discovery, qualification, objection-handling, and value-based selling skills, with the ability to tailor the proposition to each practice.
* Resilience & Accountability: Persistent, self-motivated, and comfortable working to stretching targets in a competitive market.
* Communication & Adaptability: Clear, confident communicator able to adapt style and message across senior, commercial, and operational audiences.
* Insight-Driven Approach: Uses market insight, practice data, and pipeline metrics to prioritise activity and make informed commercial decisions.
* Industry Knowledge: Sound understanding of the accountancy sector, digital transformation, advisory services, and the pressures facing growing practices.
* Desirable: Accountancy qualification or experience working with or within accounting practices.
* Technical Proficiency: Skilled in Microsoft Office and CRM systems for pipeline management, forecasting, and account planning