S&PP Competitive Pricing Architect – Cloud First

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 will focus on Cloud Migration / Infrastructure Outsourcing types of work, working with Market Unit Technology leadership team in support of deal teams selling “Cloud First” business unit deals.

Key responsibilities include: 

• 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)

Your team

 At Accenture Corporate Functions, we do whatever it takes to make Accenture a success - every day. We are the pieces that hold it all together: organizing collaborations, monitoring and optimizing our activities and results, keeping everyone happy and motivated – and that’s just the beginning. 

Working alongside HR, Finance, Geographic services, Marcom, Legal, and Information Management teams, you will find exciting opportunities to make your mark (and a measurable difference, too). We use modern tools, innovative approaches and our knowledge of best practice to ensure everything is running smoothly. It can be challenging to meet all the needs of our big-name clients and partners, as well as our colleagues - but it's worth it when you see what we achieve together. 

Knowledge & Skill Requirements:

• Pricing & Profitability Optimization – ADVANCED

• Pricing & Commercial Strategy Development – ADVANCED

• Negotiation – INTERMEDIATE

• Deal Shaping – INTERMEDIATE

• Competitive Analysis – ADVANCED

• Market Intelligence – ADVANCED

• Executive Presence - INTERMEDIATE

Educational Qualification

• Undergraduate degree

• English language fluency (oral and written)

Good to have: 

• Business Management education desirable

Skills & Work Experience

• Must have: Typically has 6+ years of relevant 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 sales and pricing processes and tools preferred

• Familiarity with Finance processes

Other requirements

• Must support/mirror working hours for the supported Market Unit or other business area

• Must be flexible with work hours according to business needs

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

• May be occasionally required to travel domestically or internationally

Additional Comments

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.

What Makes a Good Pricing Architect?

• 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
• Enjoys the hunt - thrives on negotiation, but recognizes a good negotiation should be a win/win
• Consummate learner AND teacher - we want people who are 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
• Well-connected within their practice and viewed as an equal among the deal team

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.

We offer

The opportunity to deliver impact; not only for our clients, but also for the world around you. A work environment with a focus on your personal development. You work together with talented colleagues from all over the world on challenging projects for all types of forward-thinking international businesses. We want you to develop yourself, since you are the reason clients conversate with us. You will be attending training at international locations together with colleagues from a variety of different countries. Moreover, we invite you to contribute to our Corporate Citizenship Program. A great way to contribute to society!

Interested?

Then we would be eager to get to know you. Accenture cares about privacy and we process personal data in accordance with our privacy statement. In order to be compliant with our privacy policy, we kindly request you to apply for the position on the Accenture website. 

For more questions or information about the vacancy, feel free to contact Florencia Metz any time via florencia.metz@accenture.com 

About Accenture

Accenture solves the toughest technological challenges through standout    strategy, consulting, digital, technology and operations. Working with over three-quarters of the Fortune Global 500, we drive innovation and shape world around us. With expertise in more than 40 industries and all business functions, we deliver ground-breaking outcomes for a new digital world.