Company:
ARA's Client is a global professional services company with leading capabilities in digital, cloud and security. With its large pool of global resources they service customers accross 40 sectors, in more than 120 coutries offering Strategy and Consulting, Technology and Operations Services - all powered by the world's largest network of Advanced Technology and Intelligent Operations centers.
Team:
Part of the Deal Structuring & Pricing Team that utilizes industry leading data to drive market relevant pricing and profit strategies.
The Work:
You apply your expert knowledge of the IT market and its key players to ensure the Company offers deals that are attractive to customers, and profitable to the business.
You will establish guidance on pricing and competitive positioning to help senior executives decide how to price large and complex deals, by:
- Analyzing client perception and competition to influence commercial strategies and improve profitability
- Helping sales teams understand client requirements and selection criteria
- Working with teams to analyze solutions, develop business cases, and prepare proposals and presentations
- Advising senior leaders on whether deals are worth pursuing
- Educating sales teams on market context to give them confidence in our pricing approach
- Coaching sales teams on negotiation and joining negotiations if needed
- Identifying, developing, and implementing ways to improve sales practices and processes
- Preparing and presenting assessments of pricing strategies and competitive positioning to the leadership
- Providing insights and thought leadership to inform our commercial offerings
You Are:
Here's what you need:
- Graduate, preferably with MBA
- Fluent English (written and oral)
- A minimum of 8 to 10 or more years of experience doing similar work, including:
o Competitive analysis and market intelligence
o Deal shaping, pricing and commercial strategy development, and profitability optimization
- Experience in selling, solutioning, or pricing System Integration and/or Application Management Services; other IT services
- Advanced negotiation skills
- Excellent leadership, communication, and stakeholder management skills
- Deep understanding of technology and tools used in competitive analytics
- Understanding of Finance processes
You May Also Need:
- Must support/mirror working hours of the supported market unit or other business area
- Must be flexible with work hours according to shifting business needs
- A home office or work area that is suitable for productive remote workand a high-speed internet connection that is stable and secure.
- May be required to travel on rare occasions
