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People in our Client Delivery & Operations career track drive delivery and capability excellence through the design, development and/or delivery of a solution, service, capability or offering. They grow into delivery-focused roles, and can progress within their current role, laterally or upward.
Sales Enablement professionals support sales on a dedicated basis, through deal origination, sales negotiations and closure, and/or driving and managing programs to improve sales performance, efficiencies and outcomes.
The Accenture Product & Platform (APP) Commercial Pricing Manager will work with APP and OU sales teams to help contribute to profitable sales growth by providing Software and Product Pricing for opportunities through the sales cycle stages involving our APP products platforms. In addition, the APP Commercial Pricing Manager provides SME pricing guidance to asset based transactions, initiatives and ventures across the Accenture organization within the scope of APP s remit as a Centre of Excellence. The APP offerings comprise both on premise and SaaS delivery models. This will involve remote support for pricing deals across all geographies relating to assigned APP Business Units BU and coverage support of other APP Commercial Pricing Managers when out of the office.
The APP Commercial Pricing Manager will be responsible for managing and deploying the APP software pricing approaches and directing the activities of the offshore Pricing Team members to build, enhance, test and deploy BU specific Software Pricing Models.
The APP Commercial Pricing Manager will be supervised by an experienced APP Commercial Pricing Manager, who will provide guidance and support to help the APP Commercial Pricing Manager achieve their role responsibilities.
Support Deal Pricing for Software
· The APP Commercial Pricing Manager will provide SME assistance on pricing and support of opportunities. These activities will include:
- Confirm deal scope and complete an initial pricing model for the specific deal
- Provide iterative pricing as scope and scenario requirements evolve during the Sales stages
- SME product pricing support in complex multi-tower SaaS / Managed Service deals
Conduct software product and platform pricing checkpoints to evaluate and incorporate pricing changes that may be necessary relating to 1) Product Roadmap changes, additions and sunset impacts, 2) Win/Loss reviews and 3) Go To Market and competition changes.
Direct offshore team resources that will assist in making updates to the assigned BU pricing models, which will be released on a periodic basis with enhancements The APP offerings comprise both on-premise and SaaS delivery models.
Document agreed checkpoint changes and impacts to pricing to establish artifacts, version control and signoff supporting promotion of new model versions.
Maintain inventory and detailed pricing information for software products that have already been priced
Train representatives from Accenture businesses on the use of the APP software pricing models (to increase Accenture’s knowledge experts around this capability)
Create and maintain software pricing and maintenance points of view and corresponding summary decks
Keep software pricing introductory/guidelines and presentations up-to-date
Prepare Quarterly Software Discounting Metrics (Cross APP and by Business Unit)
The APP Commercial Pricing Manager will lead the quarterly software discounting analysis and reporting. This includes verifying Salesforce License/Maintenance/SaaS list prices based on Complex Deal Review meetings and pricing model artifacts.
- Present results to APP Commercial Management leadership and provide to BU Leadership their specific results on a quarterly basis. This includes:
- Running the Discounting Analysis extracts and process that provides discounting metrics by comparing Salesforce List vs. Deal prices for License, Maintenance and SaaS
New Product IP Pricing
Support the APP Pipeline activities for new IP candidates by participating in due diligence and PMI processes. This includes Product Overview discovery sessions, conduct Software Pricing List price determination sessions, supporting the Total Addressable Market and Financial Business case activities relating to License and Maintenance list price setting and providing other Software Pricing SME support as needed. For those assets that come into APP, the APP Commercial Pricing Manager, during PMI, will conduct Pricing Vetting sessions to establish an initial pricing approach for the new product, components and functions to enable opportunity pricing support.
Liaise with APP Finance, Governance, Legal and Accenture business representatives to provide support and contribute / socialize software pricing and related capabilities
Create awareness within Accenture for software pricing capabilities
Minimum of 5+ years of Software pricing experience, including software license, software maintenance, and software-as-a-service (SaaS) pricing; and, Experience with developing pricing for a Perpetual License and a Subscription Term License.
- Minimum of 5+ years of experience with Microsoft products (i.e. Advance Excel, Word, etc.).
- Bachelor’s Degree or equivalent work experience (12 years) or an Associate’s Degree with 6 years of work experience.
Minimum of 3+ years working for a Software Consulting company
Accenture is an EEO and Affirmative Action Employer of Females/Minorities/Veterans/Individuals with Disabilities. Equal Employment Opportunity: All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law. Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process. Accenture is committed to providing veteran employment opportunities to our service men and women. Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
Equal Employment Opportunity Statement
Accenture is an EEO and Affirmative Action Employer of Females/Minorities/Veterans/Individuals with Disabilities.
Equal Employment Opportunity
All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other basis as protected by federal, state, or local law.
Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.
Accenture is committed to providing veteran employment opportunities to our service men and women.
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
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