4 days old

S&PP Competitive Pricing Architect



Position Title: S&PP Competitive Pricing Architect



Accenture Pricing Architects are a highly visible group with a mission to develop and implement strategies and tactics that enable Accenture deal teams to maximize profitability and achieve desired outcomes for our clients through compelling, market-based pricing and commercial propositions. This role drives key strategic and tactical decisions related to pricing and profitability for a given geography, working across industries and services groups with a focus on building relationships, knowledge, and insights about each commercial environment. Market, Services, and Market Unit leads are trusted advisors within their respective Leadership teams.



Primary responsibilities include:



Core Service Execution



Market Pricing Strategy and Execution: Support senior leadership in defining Accentures pricing approach to maximize profitable growth across Client Groups.



Deal Pricing Strategy and Execution: S&C Pricing Architects design and implement commercial strategies to enhance profitability, overseeing price positioning and client optics, deal shaping, deal qualification activities and financial structuring.



Competitive Positioning: Competitive Pricing Architects build a point of view about competitor pricing and capabilities, derive deal-specific Accenture price target based on differentiation, and work with stakeholders to achieve target.



Rate Card Strategy and Development: Rate Card Pricing Architects design and develop client rate cards for account teams.



Drive and manage programs that improve sales



Identify and drive sales & pricing performance improvements by developing and implementing best practices, process and reporting



Support sales professionals/leaders in understanding client requirements, constraints, buyer values and high-level acceptability criteria for any solution



Work with Solution Delivery and Sales teams in identification, analysis, solution, business case development, proposal preparation and presentation to clients



Manage sales materials and credentials and coordinate the RFI/RFP/proposal response completion with sales teams, Solution Architects, delivery managers, and Sales Support teams



Define, monitor and analyze program metrics, targets and strategic imperatives based on fiscal year plans as well as structure and/or review the cost models to achieve the most competitive price



Operational Execution



With MU and Service Leadership, proactively manage the pipeline to ensure accuracy, identify trends (including but not limited to deal sizes, MD time, ADR / CCI, 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 Service Offerings



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



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)



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



Support sales



Build credible relationships and manage interface with Sales Lead(s), Legal, Finance, Contracting, Human Resources, Recruiting, Marketing, and other internal organizations, as well as clients, as appropriate



Understand Accenture assets, offerings and methodologies to match to client business needs effectively





Basic Qualifications:



Undergraduate degree A minimum of 6 years of experience in IT pricing, solutioning and/or sales



Preferred Qualifications:



English language fluency (oral and written) Business Management education Deep understanding of S&PP processes and tools Familiarity with Finance processes Experience working in a senior role with "deal shaping" expertise. Is great at educating and influencing other leaders, to change behaviors in line with desired outcomes. "Grew up" and made Manager on the line. Highly knowledgeable about the key components of a deal that can enhance profitability, with proven ability to structure different pricing arrangements



Professional Skills Requirement:



Must support/mirror working hours for the supported Market Unit or other 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 Enjoys the hunt - thrives on negotiation, but recognizes a good negotiation should be a win/win May be required to travel on rare occasions Must be intellectually curious and quick studies, with a mindset and drive to aggressively change behaviors toward market-relevant pricing Excellent communication and stakeholder management skills, with gravitas, confidence and credibility to engage and take on commercial negotiations with senior client decision makers and procurement teams Demonstrated teamwork and collaboration in a professional setting; either military or civilian



Our Commitment to Inclusion & Diversity



At Accenture, inclusion and diversity are fundamental to our culture and embedded in our core values. We are committed to creating a workforce where our people can feel comfortable, be themselves and contribute. Like Canada itself, Accenture employees represent a tremendous variety of cultures, ethnicities, beliefs, backgrounds and languages. We offer an inclusive environment regardless of personal characteristics such as ethnicity, religion, gender, sexual orientation, gender identity or expression, age or disability. Requesting an Accommodation



Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired. If you would like to be considered for employment opportunities with Accenture and have accommodation needs for a disability or religious observance, please call us toll free at 1 (877) 889-9009, send us an email or speak with your recruiter. Other Employment Statements



It is currently our objective to assign our people to work near where they live. However, given the nature of our business and our need to serve clients, our employees must be available to travel when needed. Job candidates are not required to disclose any offence for which a pardon has been granted. Accenture is a leading global professional services company, providing a broad range of services in strategy and consulting, interactive, technology and operations, with digital capabilities across all of these services. We combine unmatched experience and specialized capabilities across more than 40 industries powered by the worlds largest network of Advanced Technology and Intelligent Operations centers. With 509,000 people serving clients in more than 120 countries, Accenture brings continuous innovation to help clients improve their performance and create lasting value across their enterprises. Visit us at www.accenture.com.


Posted: 2021-05-03 Expires: 2021-06-02

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S&PP Competitive Pricing Architect

Accenture

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