Job Properties
  • Job Type
    Full-time Position
  • Category
    Supply Chain & Logistics
  • Languages
  • Experience Required
  • Degree Required
    • Province
    • Date Posted
      December 30,2021
    • Entrusting Package
    • JSS
    • VISA
    • IMG_6430
    • Career Consultation

    S&PP Pricing Architect - Gallia

    Title: S&PP Pricing Architect

    Role (Job Profile): Pricing Optimization Senior Manager

    Career Level: Senior Manager (L6)

    Job Summary:

    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

    • 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: S& C 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: 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: Rate Card Pricing Architects design and develop client rate cards for account teams.

    • Portfolio Ownership: Develop the strategies and tactics to improve the overall pricing within a specific Service and Client Group in partnership with senior leadership. Grow pricing teams’ engagement within the portfolio.

    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 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

    Operational Execution

    • With CG 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 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.

    • Negotiations: Provide coaching on negotiation tactics and walk-away points and directly participate in client and/or procurement negotiations on a limited basis.

    • 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).

    • 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.

    Support sales

    • 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 Accenture assets, offerings and methodologies to match to client business needs effectively


    Knowledge & Skill Requirements:

    • Competitive Analysis: EXPERT

    • Deal Shaping: ADVANCED

    • Executive Presence: ADVANCED

    • Market Intelligence: EXPERT

    • Negotiation: ADVANCED

    • Pricing & Commercial Strategy Development: EXPERT

    • Pricing & Profitability Optimization: EXPERT

    Educational Qualification:

    Must have:

    Undergraduate degree

    English language fluency (oral and written)

    Good to have:

    Business Management education desirable

    Skills & Work Experience:

    Must have:

    A minimum of 10 years of experience

    Good to have:

    Deep understanding of S&PP processes and tools preferred

    Understanding of Finance processes desirable

    Other requirements (please specify such as overtime, etc.):

    • Must support/mirror working hours for the supported Market Unit or other business area

    • Must be flexible with work hours according to shifting business needs

    • Must have good internet connectivity and distraction-free environment for working at home, in accordance with local guidelines

    • May be required to travel on rare occasions

    Additional Comments

    Nothing in this job description restricts management's right to assign or reassign duties and responsibilities at any time.

    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)

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