Job Description

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

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


Qualifications

About Accenture

Accenture is a global professional services company with leading capabilities in digital, cloud and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Interactive, Technology and Operations services—all powered by the world’s largest network of Advanced Technology and Intelligent Operations centers. Our 699,000  people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners and communities. Visit us at www.accenture.com

At Accenture, our philosophy is anchored in recognising that our people are multi-dimensional. We take an intersectional human approach to create a work environment where all people feel like they can bring their authentic selves to work, every day.

We believe that equality drives innovation. Our commitment to accelerating equality starts at the top with our board and CEO and extends across every part of the company. This comes to life when our people own the equality agenda, making it part of their jobs – every decision, every day – and feel free to speak up and to act.

We do not tolerate discrimination because of differences, such as age, ability, ethnicity, gender, gender identity or expression, religion, or sexual orientation. We want a workplace that is inclusive and diverse to that end we are setting bold goals and taking comprehensive action. To achieve these goals, we collect information that allows us to track the effectiveness of our Inclusion and Diversity programs.

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Locations

Adelaide,Brisbane,Canberra,Melbourne,Perth,Sydney

At Accenture, our philosophy is anchored in recognising that our people are multi-dimensional. We take an intersectional human approach to create a work environment where all people feel like they can bring their authentic selves to work, every day.

We believe that equality drives innovation. Our commitment to accelerating equality starts at the top with our board and CEO and extends across every part of the company. This comes to life when our people own the equality agenda, making it part of their jobs – every decision, every day – and feel free to speak up and to act.

We do not tolerate discrimination because of differences, such as age, ability, ethnicity, gender, gender identity or expression, religion, or sexual orientation. We want a workplace that is inclusive and diverse to that end we are setting bold goals and taking comprehensive action. To achieve these goals, we collect information that allows us to track the effectiveness of our Inclusion and Diversity programs.

COVID-19 update:  The safety and well-being of our candidates, our people and their families continues to be a top priority. Until travel restrictions change, interviews will continue to be conducted virtually. 

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