,

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 SI /

AO types of deals, working with Market Unit Technology leadership team in

support of deal teams selling SI / AO work.

Key responsibilities include:

·

Competitive

Positioning - Build point of view about competitor price ranges and

capabilities, derive deal-specific Accenture price target based on

differentiation, and work with stakeholders to achieve target

·

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

·

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

·

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)

Knowledge & Skill

Requirements:

·

Pricing

& Profitability Optimization – ADVANCED

·

Pricing

& Commercial Strategy Development – ADVANCED

·

Negotiation

– INTERMEDIATE

·

Deal

Shaping – INTERMEDIATE

·

Competitive

Analysis – ADVANCED

·

Market

Intelligence – ADVANCED

·

Executive

Presence - INTERMEDIATE

,

Accenture is a global management consulting, technology services and outsourcing company. Combining unparalleled experience, comprehensive capabilities across all industries and business functions, and extensive research on the world’s most successful companies, Accenture collaborates with its clients to help them become high-performance businesses and governments.

Working with Accenture in the United States,  you can join ranks with more than 211,000 people in 120 countries and work with clients in nearly every major industry worldwide, including 96 of the Fortune Global 100, more than three-quarters of the Fortune Global 500 and government agencies around the world. Accenture’s people build careers in different areas of business, specifically Consulting, Technology and Outsourcing, as well as within our internal corporate functions.

With the breadth of talent our people have, they not only build strong careers, they offer their talents and skills to help clients and communities around the world.