Key Roles and Responsibilities:
- Provide an analytical breakdown of pricing structures
- Responsible for maintaining familiarity with hardware / software licensing and services commercial model in the vendor's environment
- Decides on pricing model and directs pricing negotiation with clients
- Accountable for costing optimization with the vendors and regions and network with the Sales team to optimize deals, mitigate risks for NTT and prevent potential channel or country/region conflicts
- Works across multiple teams to implement pricing and deal packaging guidelines.
- Directs the analysis of data from a variety of sources and using it to derive insights into pricing strategies and market trends
- Responsible for conducting risk assessment and exposure management, calling out areas of concerns
- Creates competitive pricing proposition of specific client deals
- Accountable for achieving an appropriate commercial return and manage key risks – network with multiple teams and facilitate deal reviews and approvals by Sales and Finance by managing the communication and structuring of business opportunities.
- Accountable for ensuring that the pricing design includes development of the Client Business Case, the NTT Business Case, a pricing response, contractual pricing documents, addressing client concerns/requirements and mitigating business risks
- Accountable for deal structuring and/or packaging guidance to Sales, incorporating macro perspective into deal guidance in order to ensure that deals make overall business sense (precedent setting, pricing/discounts across segments/geographies and product family, hardware and software discounts)
- Creates pricing tools that are used to more quickly respond to changing market needs or trends
- Creates appropriate pricing templates that conform to pricing standards required by the business
- Partner with Legal to perform contract reviews and assessments
- Directs scenario analysis, what if comparisons, sensitivity analysis, on key deal during deal structuring cycle
- Accounts for the transfer of the pricing knowledge to the GDC delivery team to ensure the ongoing management of the commercial aspects of contracts.
- Accountable for reviewing the financial returns delivered by engagements to ensure the learning is captured as engagements deliver
- Directs the analysis identifying common trends and issues around pricing and competitive situations, learnings from deals, pricing pressures, competitive pressures, loopholes, etc., encountered in day-to-day management of the region
- Accountable for capturing knowledge into artefacts that can be used to support new pursuits and ensure it is embedded in NTT's overall approach– e.g. updated costing and pricing policies, models.
- Creates and facilitate training programmes on pricing pursuits lessons learned for account, sales enablement and delivery teams and deliver ongoing education to ensure Sales understanding and compliance.
- Provide pricing and commercial support to APAC region inclusive of an early Morning IST start.
Knowledge, Skills and Attributes:
- Strong knowledge and understanding of IT industry environment and business needs
- Strong knowledge of the industry including competitors and market trends
- Understanding of IFRS/US GAAP
- Proficiency in comprehending and analysing P&L, Cash Flow, and other key financial metrics essential for deal valuation
- Strong knowledge of vendor pricing and commercial model (e.g. Cisco and Microsoft license model / VMW license model)
- Keen eye for identifying opportunity
- Strong analytical and research skills
- Strong verbal and written communication skills
- Strong Negotiations and problem-solving skills
- Effective reporting and presentation skills
- Commercial acumen
- High level of drive and ability to work under pressure
- Strong understanding of global commerce and business capabilities and policies for global deals
- Ability to build and maintain cross-functional relationships with a variety of stakeholders
- Maintains extensive knowledge of product and service offerings, including new offerings
Academic Qualifications and Certifications:
- Bachelor's degree or equivalent in Mathematics, Statistics, Business, Commercial or equivalent
Required Experience:
- 5-8+ Years of experience in Pricing, Commercial, Financial Analysis or related field with at least 4 years of minimum experience in Pricing complex managed services deals.
- Extended demonstrated experience working with Complex Managed services deals and country sales and architect teams.
- Advanced demonstrated relevant experience in similar role within a related environment
- Advanced demonstrated pricing experience as a consultant or practitioner with a history of developing and implementing innovative pricing solutions
- Advanced demonstrated experience in commercial modelling using MS Excel, PowerPoint, etc.
