Competitive Pricing Architect

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 will focus on SI / AO types of deals, working with Market Unit Technology leadership team in support of deal teams selling SI / AO work.

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 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 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)