仕事内容

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
全て見る


募集要項

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

・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

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)







JapanCorporateFunction_Website

アクセンチュアは選考に際し、適用される法令に基づき、応募者を年齢、人種、思想信条、肌の色、宗教、性別、国籍、出生地、民族的起源、障がいの有無、性的指向、性同一性、遺伝情報、婚姻、パートナーの有無、市民権において差別することなく、全ての応募者に対し適用される法令に基づき採用選考を行います。

アクセンチュアを知る

募集要項を見たけどピンと来ない、応募前に会社や部署、ポジションについてもっと知りたい、直接社員に質問してみたい…。そんな思いをお持ちの方は、まずはキャリア登録・採用イベントへのご参加をご検討ください。

キャリア登録

お名前、ご連絡先や興味をお持ちの領域をご登録いただくと、ご関心に合った募集ポジションの新着情報、採用関連情報、選考会などの採用イベントのご案内をお送りいたします。

採用イベント・セミナー案内

アクセンチュアが実施する採用イベントをご案内しています。会社説明会や当日中に面談可能な選考会、テクノロジーに関する勉強会など、様々なイベントを掲載しています。お気軽にご参加ください。

全て見る

Learn more about Accenture

アクセンチュアの60万人以上の社員が、世界120カ国以上のお客様へ40を超える業界の比類のなき知見、経験と専門スキルを組み合わせサービスの提供をしています。アクセンチュアは、変化がもたらす力を受け入れ、お客様、社員、株主、パートナー企業や社会へのさらなる価値を創出します。

全て見る

Stay connected

募集職種を探す

スキルや興味に合った職種を探してみましょう。アクセンチュアでは、情熱、知的好奇心や創造力に富み、チームメンバーとともに課題を解決できる方を求めています。

キャリアに役立つ情報を入手

キャリアのヒント集、社員が執筆した記事、業界リーダーの知見など、アクセンチュアのウェブサイトに掲載されている情報を活用しましょう。

最新採用情報を受け取る

アクセンチュアでのキャリアにご関心をお持ちですか?ぜひ、キャリア登録をご活用ください。ご関心に合った募集ポジションの新着情報、選考会などの採用イベントのご案内をお送りいたします。

全て見る