Job Description

Organization: Corporate Functions/Sales & Pricing Performance 
Location: Negotiable (West preferred)
 
Accenture is a leading global professional services company, providing a broad range of services and solutions in strategy, consulting, digital, technology and operations. Combining unmatched experience and specialized skills across more than 40 industries and all business functions – underpinned by the world’s largest delivery network – Accenture works at the intersection of business and technology to help clients improve their performance and create sustainable value for their stakeholders. With approximately 469,000 people serving clients in more than 120 countries, Accenture drives innovation to improve the way the world works and lives. Visit us at www.accenture.com.
 
People in the Corporate Function career track contribute to the running of Accenture as a high- performance business through specialization within a specific functional area, and grow into internally focused roles by deepening their skills and/or developing new skills within an internal functional area.
 
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 rate card strategy and development for different types of deals across all service groups.
 
Primary responsibilities include:
  • Rate Card Strategy and Development - Work with account teams to design and develop client rate cards
  • 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
Role Requirements
  • Must support/mirror working hours for the supported Market Unit or other business area
  • Must be flexible with work hours according to business needs
  • Must have good internet connectivity and distraction-free environment for working at home, in accordance with local guidelines
  • May be occasionally required to travel domestically or internationally
  • Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.


Qualifications

Basic Qualifications:

  • Bachelor's degree
Preferred Qualifications:
  • Minimum of 4 years of relevant experience
  • Pricing & Profitability Optimization - INTERMEDIATE
  • Pricing & Commercial Strategy Development - INTERMEDIATE
  • Negotiation - BASIC
  • Deal Shaping - INTERMEDIATE
  • Competitive Analysis - INTERMEDIATE
  • Market Intelligence - INTERMEDIATE
  • Executive Presence - BASIC
  • Understanding of sales and pricing processes and tools
  • Familiarity with Finance processes
  • 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

Professional Skills:
  • English language fluency (oral and written)
  • 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
  • Aspire for continued career progression, but recognize it may be at a slower pace - we have found that the newer parents/people who need to be closer to home are good candidates for consideration
  • Demonstrated leadership in professional setting; either military or civilian
  • Demonstrated teamwork and collaboration in a professional setting; either military or civilian

Applicants for employment in the US must have work authorization that does not now or in the future require sponsorship of a visa for employment authorization in the United States and with Accenture. 
 
Equal Employment Opportunity Statement
 
Accenture is an Equal Opportunity Employer. We believe that no one should be discriminated against because of their differences, such as age, disability, ethnicity, gender, gender identity and expression, religion or sexual orientation. Our rich diversity makes us more innovative, more competitive and more creative, which helps us better serve our clients and our communities.
 
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.
 
Accenture is committed to providing veteran employment opportunities to our service men and women.
 
 
Requesting An Accommodation
 
Accenture is committed to providing equal employment opportunities for persons with disabilities or religious observances, including reasonable accommodation when needed. If you are hired by Accenture and require accommodation to perform the essential functions of your role, you will be asked to participate in our reasonable accommodation process. Accommodations made to facilitate the recruiting process are not a guarantee of future or continued accommodations once hired.
 
If you would like to be considered for employment opportunities with Accenture and have accommodation needs for a disability or religious observance, please call us toll free at 1 (877) 889-9009, send us an email or speak with your recruiter.
 
Other Employment Statements
 
Candidates who are currently employed by a client of Accenture or an affiliated Accenture business may not be eligible for consideration.
 
Job candidates will not be obligated to disclose sealed or expunged records of conviction or arrest as part of the hiring process.
 
The Company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. Additionally, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the Company's legal duty to furnish information.
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