Competitive Pricing Architect - Military Veterans

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