In this position, you would be working within Accenture Products and Platforms (APP). APP operates a portfolio of product-mindset business units inside Accenture – each with a shared mission to codify industry and functional knowledge into valuable and differentiated software assets for sale to Accenture clients or as market-facing products in clients’ own offerings. APP teams overlay Pragmatic frameworks and Agile methodologies to create value and deliver excellence every day. APP products and platforms accelerate time-to-value, ensure customer satisfaction, and drive productive, long-term client engagements. APP offers unique and rewarding opportunities and software career paths within Accenture.
A professional who will work with APP and MU 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.
Key Responsibilities may include some or all of the following:
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
Business Unit Pricing Model Development and Continuous Improvement
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
Socialize pricing models and POV's across the Accenture businesses and incorporate feedback
For now, all Accenture business travel, international and domestic, is currently restricted to client-essential sales/delivery activity only.
Please note: The safety and well-being of our people continues to be the top priority, and our decisions around travel are informed by government COVID-19 response directives, recommendations from leading health authorities and guidance from a number of infectious disease experts.
Here’s what you need:
Advanced Software Pricing Experience
Advanced Microsoft Office (Excel, PowerPoint) Skills
Excellent Communication (written and verbal) Skills
Strong Business Acumen
Bonus points if:
Experience with Industry Vertical Software Pricing
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LocationsMA - Boston,NJ - Florham Park,NY - New York,PA - Philadelphia
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