Descripción De La Posición

Job Description 

Title:  S&PP Competitive Pricing Architect 

Role (Job Profile):  Pricing Optimization Associate Manager 

Career Level:      Associate Manager (L8)               

Job Summary: 

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 Accenture’s 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 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. 

  • 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 CG 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: Work with senior team members to provide coaching on negotiation tactics and walk-away points. 

  • 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: Work with senior team members to 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 

Muéstrame más


Requisitos

Qualifications: 

Knowledge & Skill Requirements: 

  • Competitive Analysis: ADVANCED 
  • Deal Shaping:  INTERMEDIATE 
  • Executive Presence:  BEGINNER 
  • Market Intelligence:  INTERMEDIATE 
  • Negotiation:  BEGINNER 
  • Pricing & Commercial Strategy Development:  INTERMEDIATE 
  • Pricing & Profitability Optimization:  INTERMEDIATE 

Educational Qualification 

Must have:   

Undergraduate degree 

English language fluency (oral and written) 

Good to have:   

Business Management education desirable 

Skills & Work Experience 

Must have:   

A minimum of 4 years of relevant experience 

Good to have: 

Understanding of S&PP processes and tools preferred 

Familiarity with Finance processes desirable 

Other requirements (please specify such as overtime, etc.) 

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 

May be required to travel on rare occasions 

Additional Comments 

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

Todas las decisiones referidas al empleo se tomarán sin discriminar por edad, raza, credo, color, religión, sexo, nacionalidad, linaje, discapacidad, situación de excombatiente o veterano de guerra, orientación sexual, identidad o expresión de género, información genética, estado civil, ciudadanía, ni ningún otro factor protegido por la legislación nacional, provincial o local.

Como parte del proceso de contratación no se obligará a los candidatos a divulgar registros penales cancelados o cerrados referidos a condenas judiciales o arrestos. Accenture tiene el compromiso de proporcionar oportunidades laborales a nuestros excombatientes, veteranas y veteranos de guerra.

Actualización de COVID-19: la seguridad y el bienestar de nuestros candidatos, nuestra gente y sus familias sigue siendo una prioridad absoluta. Hasta que cambien las restricciones de viaje, las entrevistas continuarán realizándose virtualmente. 

La vida en Accenture

Trabajá donde estés inspirado a explorar tus pasiones y donde tus talentos se nutran y cultiven. Innová con las tecnologías de vanguardia aplicadas a algunos de los proyectos más interesantes que te puedas imaginar.

La vida en Accenture

Da lo mejor de vos cada día, en un ambiente de trabajo que te ayude a generar innovación en todo lo que hagas.

Capacitación y desarrollo

Dedicá tiempo a capacitarte y aprender en todo momento, utilizando nuestros centros de aprendizaje regionales, nuestros connected classrooms, cursos online y learning boards.

Ver todo

Más información sobre Accenture

Nuestras más de 500.000 personas en más de 120 países, combinan una experiencia inigualable y habilidades especializadas en más de 40 industrias. Adoptamos el poder del cambio para crear valor y éxito compartido para nuestros clientes, personas, accionistas, socios y comunidades.

Ver todo

Seguí conectado

Sumate a nuestro equipo

Buscá posiciones abiertas que se correspondan con tus habilidades e intereses. Buscamos gente apasionada, curiosa, creativa y orientada a soluciones, que trabaje en equipo.

Mantente al día

Mantente al día de las últimas noticias, consejos y oportunidades profesionales.

Seguí en contacto

Recibí alertas de empleo, las últimas noticias y consejos de expertos adaptados a tus preferencias. Descubrí qué oportunidades profesionales tenemos para vos.

Ver todo