Architect - Sales & Pricing Performance Process - IT

Sales & Pricing Performance (S&PP) - Competitive Pricing Architect / Cloud First (7-12 yrs)

Job Specification

- Competitive Positioning: Build point of view about competitor price ranges and capabilities, derive deal-specific Accenture price target based on differentiation, and work with stakeholders to achieve target

- TPA Benchmark Defense: Lead/Support client/account teams through a Third-Party Advisor (TPA) benchmark of an existing contract or a sole source pursuit on a limited basis

- Stakeholder Education: Support upskilling of client-facing practitioners and internal teams involved in sales & pricing, equipping them with the context and confidence to defend market-based pricing

- Negotiations: Provide coaching on negotiation tactics and walk-away points and directly participate in client and/or procurement negotiations on a limited basis

- With MU and Service Leadership, proactively manage the pipeline to ensure accuracy, identify trends (including but not limited to win themes, deal sizes, pyramids, commercial constructs etc.), and provide insight on opportunities for optimization both overall and across priority deals

- Guide Pricing Support team in developing pricing and commercial propositions for bids and proposals, demonstrating the greatest value to clients and driving market-based pricing

- Build and maintain strong relationships both internally within the practice and externally with clients

Other responsibilities include:

- Market Pricing Strategy and Execution: Support senior leadership in defining Accenture's pricing approach to maximize profitable growth across services and markets

- Deal Pricing Strategy and Execution: Design and implement commercial strategies to enhance profitability, overseeing price positioning and client optics, deal shaping, deal qualification activities and financial structuring

- Deal Profitability Triage: For specific opportunities identified by the Market and/or opportunities below deal level targets, identify avenues to increase price and/or margin on the opportunity across all aspects (e.g., solution, costing, commercials)

Qualifications:

Knowledge & Skill Requirements

- Competitive Analysis

- Deal Shaping

- Executive Presence

- Market Intelligence

- Negotiation

- Pricing & Commercial Strategy Development

- Pricing & Profitability Optimization

Skills & Work Experience - Must have:

- A minimum of 7-10 years of experience working with a Cloud/Infrastructure oriented managed services provider

- Strong commercial acumen covering all aspects of Cloud/Infrastructure deal shaping and pricing

- Good to have deep understanding of S&PP processes and tools

- Preferred understanding of Finance processes desirable

Other requirements :

- Must support/mirror working hours for the supported Market Unit or another business area

- Must be flexible with work hours according to shifting business needs

- Must have good internet connectivity and distraction-free environment for working at home, in accordance with local guidelines

- May be required to travel on rare occasions