Competitive Pricing Architect
Accenture - India
Total des années d'expérience :26 years, 2 Mois
Benchmark the Proposed Solution from costing and commercials perspective using internal and external source of data
To support deal teams in optimizing their Solution from Costing and commercials perspective
To enable the deal team to position their price among competitions so that correct value are sold, while being competitive
• Take a leadership role with the bid team, accountable for resourcing and coordinating the efforts and interdependencies between multiple and multi-disciplinary teams.
• Understand, lead and manage the opportunity through the Sales Framework, ensuring compliance with Capgemini processes and corporate policies.
• Develop in depth understanding of client business challenges and work with the Solution Architect to translate the client opportunity to enable the definition of a solution which differentiates Capgemini from competitors.
• Support the Sales Lead and Solution Executive to define the sales strategy, win themes and value proposition
• Bring people together during the bid to clarify and update expectations and success factors, maintain individual motivation, team cohesion and progress against deadlines and deliverable
• Know the organisation and its human, technical and intellectual assets which can bring together the optimal solution, client engagement and final proposal. Engage these resources and services at the appropriate times during the bid.
• Take the initiative to keep internal stakeholders informed and engaged in the bid success. So that they will understand and sign up to and are willing to sponsor the proposed commercial, delivery and risk structures of the deal.
Execute the projects related to Sales enablement Programs in timely and efficient manner.
Responsibilities:
• Creating commercial models for the Deals and get this approved through a Gated Process of Deal Approval.
• Managing Bids starting from forming the Bid team to Bid submission.
• Drafting, Negotiating and Signing back to back contracts with Customers and Vendors.
• Managing high value customers and Vendors from Contracts and Commercials Perspective.
• Continuously monitor, control and report Cost, recognized Revenue, P&L and Cash Flow.
Responsibilities:
• Responsible for supporting commercial Presales activities for Asia Pacific region which includes Deal Pricing Management and Contracting with Vendors and Customers.
• To Procure and contract with vendors for Sourcing Project based requirements.
• To manage relationship with Customers and Vendors from a contracts & Commercials perspective.
• Tracking Project P&L, Cost/Revenue Projections, Head -to-Tail Ratio, Offshore/Onsite ratio, Foreign/Locals ratio etc.
• Responsible for IT Assets Life cycle Management of the Project.
• Approve Optimal Pricing, using Discount Delegation or through Business case Modelling.
• Commercial Optimization of Solution to meet the customer budgets.
• Analysing and mitigating Commercial risk in a deal.
• Spearheading Bid Management Processes starting from forming Bid team till Bid Submission.
• Customizing, Negotiating and signing the MSAs and SLAs with Customers.
• Participating in Pricing Strategy reviews through Market Analysis reports of the region.
