- Pricing Manager (m/f) The Pricing Management - as part of the Complex Deal Management - is responsible for the successful execution and closing of national and international big deal opportunities
- The Pricing Manager creates pricing methodologies to drive desired behaviour and aligns technology with market drivers
- The Pricing Manager will advice the responsible project functions (eg Deal Executives and Engagement/Bid Managers) with regards to qualify the opportunities and to implement a successful pricing strategy
- The Pricing Manager will contribute to the RfP process by providing articles and concepts concerning diverse disciplines
- The Pricing Manager will participate in contract negotiations to act as a link between service management, commercial management and the respective solution
The main task of a Pricing Manager is to design attractive and market oriented pricing models for IT-outsourcing opportunities, this includes:
Goals of the role/responsibility:
- The Pricing Manager is responsible for developing and defining the winning price, the price book and the prices of each price unit and element
- Consulting the Deal Teams regarding optimized commercial design of the solution
- Definition of guidelines regarding costs and cost structures according to client requirements in alignment with production
- Tasks: Facilitation of the Price-to-Win process and integration with different stakeholders to provide guidance on the Pricing Strategy of an Opportunity/ Deal Definition of cost- and price model regarding type and structure
- Description, definition of allocation of the singular cost to price calculation parts
- Checks the calculated prices against the customer budget, market benchmarks and gives feedback to the deliveries/ solution teams
- Commercial and qualitative adjustment of unit prices
- Provision of the revenue line for the business case and cross check of the calculation
- Optimization of the price model by analyzing different options and scenarios regarding their commercial impact
- Checks alignment of pricing elements, costs and service descriptions
- Calculates and provides the prices in the proposal or contract according to the customer requirements as well as creative design of new pricing approaches and models
- Negotiates the price relevant parts of the contract
- Provides the pricing proposal and contract annexes
- The Pricing Manager will pro-actively communicate identified chances or risks and provide his concepts and ideas, his models and solutions to the several project streams and work groups
- By analysing the agreed pricing models and compiling price books the Pricing Manager will support the Account and Service Management with regards to take-over the post-signature responsibility, to initiate the operations and to implement the Commercial Management functions
- Considering the stipulated responsibilities Pricing Managers should bring together technical, commercial and process know how as well as a good understanding regarding cost structures of IT related service offerings and IT support processes
- Your Profile You have graduated in a commercial or technical branch of study (university or polytechnic/UAS)
You have perennial professional experience in sales (information technology or IT outsourcing) and you convince by fitting to the following criteria:
- Long-time experience in large international sales projects
- Good experience in project management
- Excellent knowledge with regards to commercial topics, esp pricing models
- Knowledge of processes and tools to provide professional IT-services (mainly IT-Outsourcing)
- Experience in design and analysis of cost structures of big IT-infrastructures
- Profound knowledge of business plans and strategies
- Know how concerning the commercial implications of international cross-border contracts
- Experience in conducting presentations and to moderate team sessions
- Technical know how with regards to information technology and the respective service offering
- Flexibility, willingness and ability to travel internationally and to work in long-term projects
- Your characteristics combine a self-assured appearance, analytical thinking and capacity for teamwork
- You are committed and assertive
- You are able to work self-contained and you are motivated to collect the necessary information from the corporation's organisation
- You contact and interrogate your colleagues pro actively to improve your knowledge about the company, the business and people
