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Title:  S&PP Pricing Architect

Role (Job Profile):  Pricing Optimization Senior Manager

Career Level:      Senior Manager (L6)             

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.
  • Portfolio Ownership: Develop the strategies and tactics to improve the overall pricing within a specific Service and Client Group in partnership with senior leadership.  Grow pricing teams’ engagement within the portfolio.

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
  • Manage sales materials and credentials and coordinate the RFI/RFP/proposal response completion with sales teams, Solution Architects, delivery managers, and Sales Support teams
  • 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: Provide coaching on negotiation tactics and walk-away points and directly participate in client and/or procurement negotiations on a limited basis.
  • 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: 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.

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

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 - it is best for the practice lead to identify potential candidates (i.e. hand-select the bottle from the cellar)


Le tue caratteristiche

Knowledge & Skill Requirements:

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

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 10 years of experience

Good to have:

  • Deep understanding of S&PP processes and tools preferred
  • Understanding of 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

Locations

Milano,Roma

COVID-19 update: la sicurezza dei nostri candidati, del nostro personale e delle rispettive loro famiglie continua ad essere una priorità assoluta. Il processo di selezione verrà quindi gestito in virtuale tramite la migliore modalità a tua disposizione. 

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