S&Pp Pricing Architect - Industry X Europe Lazio

S&Pp Pricing Architect - Industry X Europe
Roma
Lazio, Lazio

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

**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 knowledge