Manager Pricing

Responsibilities:

• Deal Pursuit & Commercial Solution Development: Proactively work with deal pursuit teams to develop and support creative new business opportunities that strengthen and protect corporate business and financial interests. Ensure proposed commercial solutions comply with standard business principles, financial, and commercial terms of the corporation and relevant business units.
• Pricing & Financial Modeling: Prepare pricing for DXC service offerings required for client submission. Develop financial plans and models, explore innovative alternatives, and work with deal pursuit teams on commercial proposals, including pricing for the customer.
• Deal Governance & Approval: Support the requirement for deal governance approval processes, ensuring all DXC policies are adhered to.
• Transition to Delivery: Ensure the delivery and smooth transition of the financial plan to the delivery team for implementation.
• Financial Subject Matter Expertise: Participate in the sales pursuit team as the financial subject matter expert for new business opportunities.
• Customer Baseline & Savings: Understand the customer's financial baseline and savings expectations.
• Profitable Business Generation: Help sell a profitable new business by understanding client requirements, competitive assessment, internal governance requirements, and prepare a commercial proposal that meets these requirements.
• Critical Thinking & Deal Structure: Demonstrate critical thinking by questioning cost inputs from the solution team and advising the sales lead, bid manager on deal structure, terms & conditions, and pricing approaches.
• Contract Language Review & Financial Impact: Review contract language and understand its impact on the cost model. Understand the financial impact of the proposal through financial modeling, arrive at financial metrics, and conduct thorough financial analysis.
• Financial Model Preparation: Prepare pricing structure, accurate P&L and cash flow forecast models and metrics (payback), capital plans using appropriate tools and applying advanced MS-Excel skills.
• Assumption Documentation: Document all financial assumptions and ensure these are carried into both the response document for the customer and the detailed finance opinion. Ensure proposed financial assumptions are supported by appropriate contractual terms and conditions.
• Accounting Policies & Revenue Recognition: Be aware of current accounting policies and revenue recognition policies that impact contract financials. Communicate these to sales pursuit teams & leaders early in the engagement process and help propose contractual language that allows favorable revenue recognition.
• Custom Pricing: Prepare custom pricing in the format required by the customer, ensuring it can be reconciled to the internal view presented for business approval.
• Risk Mitigation: Ability to find ways to mitigate DXC financial exposure and risks. Understand the business risks associated with the deal and clearly inform leadership about them.
• Competitiveness Improvement: Propose improvements to the structure of the deal and enhance DXC's competitiveness, based on prior experience.
• Decision Support: Provide sound financial analysis that assists leaders in making business decisions.
• Issue Identification & Resolution: Identify and resolve issues, and communicate actions taken to leaders. Be highly responsive to leaders requests for additional analysis and information.
• Internal Reviews: Be responsible for the financial presentation and discussion during internal and leadership reviews.
• Handover for Won Deals: For deals that are won, ensure proper financials and all other relevant information are passed to the finance manager responsible for the delivery phase.
• Teamwork & Relationship Building: Demonstrate teamwork and ability to work well with others. Build and maintain sound working relationships with pursuit team members and leaders.
• Communication & Conviction: Possess excellent verbal and written communication skills. Communicate proactively in an adequate and articulate manner. Demonstrate confidence and conviction in arguments during business reviews and decision-making processes.

Required Skills:

• Strong understanding of deal pricing in the IT services industry.
• Proficiency in business finance, financial planning & analysis (FP&A), project finance, or credit analysis.
• Ability to work proactively with deal pursuit teams.
• Skills in developing and supporting new business opportunities while protecting corporate financial interests.
• Expertise in ensuring commercial solutions comply with standard business principles and financial terms.
• Ability to prepare pricing for service offerings and develop financial plans and models.
• Proficiency in developing innovative alternatives for commercial proposals.
• Strong understanding of customer financial baselines and savings expectations.
• Ability to question cost inputs and advise on deal structure, terms, and pricing.
• Skills in reviewing contract language and understanding its financial impact.
• Proficiency in financial modeling, financial metrics, and thorough financial analysis.
• Expertise in preparing accurate P&L and cash flow forecast models.
• Advanced MS-Excel skills.
• Ability to document financial assumptions and ensure their integration into response documents and finance opinions.
• Awareness of current accounting policies and revenue recognition policies impacting contract financials.
• Ability to prepare custom pricing reconcilable to internal views.
• Skills in mitigating financial exposure and risks, and communicating business risks to leadership.
• Ability to propose improvements to deal structure to enhance competitiveness.
• Strong financial analytical skills to assist in business decision-making.
• Proficiency in identifying and resolving issues and communicating actions.
• Ability to manage financial presentations and discussions during internal and leadership reviews.
• Strong teamwork and collaboration abilities.
• Excellent verbal and written communication skills.
• Ability to demonstrate confidence and conviction in arguments.