Organization: Corporate Functions/Sales and Pricing Performance
Location: US negotiable
Accenture is a global professional services company with leading capabilities in digital, cloud and security. Combining unmatched experience and specialized skills across more than 40 industries, we offer Strategy and Consulting, Interactive, Technology and Operations services — all powered by the world’s largest network of Advanced Technology and Intelligent Operations centers. Our 647,000 people deliver on the promise of technology and human ingenuity every day, serving clients in more than 120 countries. We embrace the power of change to create value and shared success for our clients, people, shareholders, partners and communities. Visit us at www.accenture.com.
People in the Corporate Function 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.
Accenture Interactive, as one of the key services under Accenture, Accenture Interactive is in the business of Experience. We connect deep human and business insights with the possibilities of technology to define and deliver new realities. We're committed to helping clients design, build, communicate and run Experiences that make peoples' lives better, more productive, and more meaningful. Visit www.accentureinteractive.com to find out more about us.
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
The S&PP Interactive Pricing Architect will serve as an Interactive Pricing subject-matter advisor in the market, working directly with the S&PP Interactive Pricing Architect Lead, Accenture’s Interactive Leadership, Sales Teams and Client Accounts to support the overall market Deal Pricing Strategy and Competitive Positioning and support Pricing Execution across the market.
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: 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: Work closely with 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: Work closely with Rate Card Pricing Architects design and develop client rate cards for account teams.
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 Interactive 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
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 and coach Pricing teams to develop 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 Interactive business and with client account teams.
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.
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).
Negotiations: Provide coaching on negotiation tactics and walk-away points and directly participate in client and/or procurement negotiations on a limited basis.
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.
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 cross-Service-Groups, 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)
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.
A minimum of 6 years of experience
Business Management education desirable
Minimum of 3 years of professional services in digital business, eCommerce and digital marketing consulting to include sales, solutioning, pricing and delivery of digital services, including digital strategy, marketing, user experience, and eCommerce/omni-channel commerce.
Business Management education desirable
Knowledge of how marketing and creative agencies and production companies engage with their clients to bring creativity, flair, clarity and innovation to marketing campaigns and assets preferred
Deep understanding of S&PP processes and tools preferred
Understanding of Finance processes desirable
Competitive Analysis: ADVANCED
Deal Shaping: INTERMEDIATE
Executive Presence: INTERMEDIATE
Market Intelligence: ADVANCED
Pricing & Commercial Strategy Development: ADVANCED
Pricing & Profitability Optimization: ADVANCED
English language fluency (oral and written)
Demonstrated leadership in professional setting; either military or civilian
Demonstrated teamwork and collaboration in a professional setting; either military or civilian
As required by Colorado law under the Equal Pay for Equal Work Act, Accenture provides a reasonable range of minimum compensation for roles that may be hired in Colorado. Actual compensation is influenced by a wide array of factors including but not limited to skill set, level of experience, and specific office location. For the state of Colorado only, the range of starting pay for this role is $73,764 - $147,700 and information on benefits offered is here.
The safety and well-being of our candidates, our people and their families continues to be a top priority. Until travel restrictions change, interviews will continue to be conducted virtually.
Subject to applicable law, please be aware that Accenture requires all employees to be fully vaccinated as a condition of employment. Accenture will consider requests for accommodation to this vaccination requirement during the recruiting process.
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We have an unwavering commitment to diversity with the aim that every one of our people has a full sense of belonging within our organization. As a business imperative, every person at Accenture has the responsibility to create and sustain an inclusive environment.
Inclusion and diversity are fundamental to our culture and core values. Our rich diversity makes us more innovative and more creative, which helps us better serve our clients and our communities. Read more here
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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.
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For details, view a copy of the Accenture Equal Opportunity and Affirmative Action Policy Statement.
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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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