Key Objectives of Position:
· Own the development of business cases for opportunities, this includes deal modelling and deal scenario generation to enable profitable decisions.
· Influence and partner with key internal stakeholders across Sales, Finance and Product to improve pricing and drive profitability across the business.
· Analyze pricing data to produce insights and price recommendations to guide sales on cross/upsell and cost saving opportunities through cost structures/timeline ·
· Support B Transformation through the development and testing of different pricing quote models and approaches.
Day-To-Day Responsibilities:
· Develop comprehensive business cases on significant or complex ISG deals to determine and guide on the profitability of the deals and advise sales/senior leadership on the impact to revenue and margin objectives if they were to proceed.
· Responsible for generating and presenting, in collaboration with sales, business cases to secure deal funding for large and complex acquisition pursuits.
· Work closely with Product Marketing to ensure alignment around take to market models, configurations and price points.
· Work closely with Services Sales to ensure overall take to market solution (hardware and services) is market competitive.
· Identify opportunities for profit improvement via improving revenue or cost positioning through modelling and analysis of customer accounts.
· Build and maintain centralized market intelligence registers to log deal details for use in future deal analysis and review and anticipate market changes.
· Ongoing review of current customer contracts to track the impact of contract terms on financial performance.
· Provide regular updates to the Commercial Director and Sales Leaders regarding changes in market trends, profit improvement opportunities and strategies to provide further value for customers.
· Track the success of the pricing transformation by monitoring sales deviation from the price guidance proposed.
Mandatory Competencies for role:
· Excellent commercial acumen.
15+ years of experience
· Excellent interpersonal skills and ability to apply a commercial lens to financial and pricing models.
· Highly developed excel skills and analytical skills.
· Ability to model complex financial deal scenarios.
· Comfortable working with and resolving ambiguity and adapting to changing business needs.
· Excellent communication skills; communicate in a clear and simple manner to ensure operational effectiveness.
· Ability to manage time and prioritize effectively.
· Commitment to personal and professional growth.
· Ability to build rapport and work with teams locally and overseas with conflicting priorities.
Preferred Competencies for role:
· Sales and bid management experience
Team Involvement: · Must be a team player
Key Performance Indicators /Metrics: · Accuracy of data analysis · Identification of profitability increase opportunities :
· Identification of cost reduction opportunities
· Protection of margin leakage
Candidate Pre-Requisites Previous Experience: Essential: Preferred:
· Demonstrated experience in pricing and deal structuring within a commercial environment
· 3-5 years analytical experience within marketing, sales or finance area · Pricing experience, especially with the use of PROS in a commercial environment.
Qualifications: Tertiary Qualifications in Finance or a related field
Desirable characteristics: Dynamic problem solver, naturally curious, enthusiastic, self-starter and attention to detail.
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