Descripción De La Posición

Job Summary:

Sales & Pricing Performance provides end-to-end sales and pricing effectiveness, sales operations, and analytics services. S&PP partners with teams around the world to deliver insights, improve acumen and win profitable deals.

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


Requisitos

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

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. 

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