Dayforce is a global human capital management (HCM) company headquartered in Toronto, Ontario, and Minneapolis, Minnesota, with operations across North America, Europe, Middle East, Africa (EMEA), and the Asia Pacific Japan (APJ) region.
Our award-winning Cloud HCM platform offers a unified solution database and continuous calculation engine, driving efficiency, productivity and compliance for the global workforce.
Our brand promise - Makes Work Life Better- Reflects our commitment to employees, customers, partners and communities globally.
Work Timings -7am 4pm IST
About The Opportunity
The Deal Management team is accountable for setting a price to the end-to-end solutions from Pre-Sales and up to contract signature for local, regional and global deals. This role translates the client's value perception into a price to win the deal, which is both profitable for Ceridian and appealing for the customer. The Price to Win ultimately is a summary of different components, including the solution requirement (as specified in the Request for Proposal, RFP), a value assessment run with Sales and Solution Architects, a comparison with similar past won/ lost deals, Ceridian profitability targets and strategy, and more.
The Deal Manager manages a deal as a support to the Sales Lead and the Solution Architect, and is responsible for pricing the deal in Ceridian's costing-pricing tool and building the financial side of the deal. This role reports to Head of Commercial Finance-APJ
What You'll Get To Do
- Follow the Sales Governance Process and support the definition of the Price to Win the deal,
- Support the Sales, Account and RFP Teams
- Participate in RFP Pursuit team kick off calls where roles/responsibilities are defined. There is a finance/pricing lead assigned for all deals.
- Draft written responses to pricing/financial related questions in RFP
- Draft RFP pricing narrative
- Complete RFP pricing template
- Develop financial assumptions, in cooperation with Finance
- Support both new business proposals as well as upsells with existing clients (i.e. RFP and Change Requests, CR) from a pricing/finance perspective
- Participate in Sales presentations/meetings with prospective clients
- Present financial proposal, pricing, and assumptions
- Provide guidance around development of cost model and implications
- Review/analyze cost model and provide feedback to Solution Architect
- Assist with deal structure for non-standard deal types and required adjustments to baseline costs
- Validate/challenge cost model with business owners
- Solicit win price guidance from Sales Lead based on prospect business case, solution/scope, competitive landscape, etc.)
- Develop core/key financial views for presentation to senior members (FY P&L, Cash Flow, etc.)
- Develop what-if scenarios based on various price points and associated margin impact
- Financial analysis around proposed incentives/discounts
- Develop revised financials through deal lifecycle (i.e. initial/subsequent submission, Best And Final Offer, etc.)
- Develop variable pricing proposal/calculations for non-standard deals
- Internal process improvement and special projects
- Review all financial proposal material with CFO prior to release to the client/prospect
- Support in/ provide input to the definition of pricing guidelines and policies
- Support in/ provide input to the value pricing analysis
- Oversees the pricing effort, working with delivery Finance and often seeking buy-in from various internal teams.
- Advise on risks associated with a deal. Ensures appropriate handover to the delivery and implementation team.
Skills And Experience We Value
- Understanding of SaaS /BPO pricing, preferably in HCM/Payroll industry
- Provide leading practices and ensure engagements are profitable and appropriately costed.
- Advanced knowledge of Microsoft Word, Excel, and PowerPoint. MS Access a plus.
- 5+ Years of post-graduation experience working with SaaS/BPO industry ( Preferably in Payroll/HR or Multi-tower BPO providers) in defining pricing requirements, documenting said requirements and completing pricing.
- Clear interest to process financial as well as market related information
- Ability to work under stress and under tight deadlines
- Operates within the organization's formal and informal structures, builds relationships across departments to build consensus and create results,
- Ability to work effectively in a virtual team.
- Proven ability to perform multiple tasks at any given time, to problem solve to take individual initiative with minimal supervision and to seek approvals where required.
- Ability to meet tight deadlines
What's In It For You
Dayforce is fueled by the diversity of our talented employees. We are an equal opportunity employer and consider and embrace ALL individuals and what makes them unique. We believe our employees should be happy and healthy, with peace of mind and a sense of fulfillment.
We encourage individuals to apply based on their passions.
Dayforce encourages personal and professional growth. We offer excellent time away from work programs, comprehensive wellness initiatives and recognition through competitive pay and benefits.
With a commitment to community impact, including volunteer days and our charity, Dayforce Cares we provide opportunities for you to thrive both in your career and personal life. Our focus is not just on your job but on supporting you to be the best version of yourself.
Fraudulent Recruiting
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