Senior Deal Architect

Description:

As a Senior Deal Architect - Associate Director, you will engage in cross-Service Line, cross-Region pursuits spanning top-end audit, transformation, and managed services. You will execute innovative positioning, pricing, monetization, and commercialization strategies aligned with the differentiated value of our services. Your contributions will deliver improved win rates, increased revenues, and expanded margins, ultimately accelerating our firm's profitable growth ambitions.

This opportunity is open across US, UK, Europe West and Asia-Pacific.

Your Key Responsibilities
 

• Provide leadership, oversight, and accountability from qualification to close across all pricing, financial, and commercial aspects of our largest, highest risk, most complex, strategic pursuits.
• Build trust-based relationships and influence decision-making across internal and client stakeholders, contributing to positive sum outcomes that unlock/expand client value, improve win rates, increase revenues, and expand margins.
• Quickly develop and scale the client value proposition and associated competitive price range supported with detailed solution assumptions and indicative financial implications.
• Shape opportunities by connecting client and competitor intelligence across the domains of positioning, pricing, monetization, solutioning, and commercials.
• Influence successful win strategy and offer design by bringing forward insightful, actionable, data-driven, and researched-backed perspectives on competitors' solutions, pricing, monetization, and commercial positioning.
• Execute the agreed-upon offer design with a differentiated pricing, monetization, and commercial strategy that is fit-for-purpose for the in-scope services.
• Collaborate with solution architects and domain experts to align solution design to the client response requirements.
• Leverage MS-Excel-based and enterprise-scale, cloud-native, AI-enabled platforms and technologies to rapidly develop, assess, refine, and iterate a given pursuit’s price position, solution design, and forecasted economics.
• Articulate the pursuit’s forecasted economics based on accounting standards and internal policies/guidelines.
• Identify, communicate, and mitigate competitive and commercial risks through proactive collaboration with Deal Lead, Lead Negotiator, Solution Architect, Legal, Risk Management, QRM, and Independence.
• Author client-facing documents including value estimation/articulation, pricing and commercial proposal narrative, and all pricing, financial, and associated commercial terms and conditions.
• Actively participate in negotiations with clients and their trusted advisors to achieve positive sum outcomes through a fair and balanced exchange of value.
• Document and transition financial and commercial knowledge of pursuit to account and delivery teams in support of contract management execution aligned with approved/sold financials.
   

Skills And Attributes For Success

Understanding of macro and microeconomic environment, geopolitics, and technology trends that affect current and potential client industries and businesses is essential. You should have a proven track record designing, modeling, shaping, and structuring top-end audit, transformations, and managed services utilizing innovative monetization techniques. Experience with a broad spectrum of pricing strategies applicable to professional services is required. Knowledge of the sources of value: efficiency, effectiveness, and enablement is crucial. You should understand the client decision-making process and how to leverage behavioral science to influence preference. You should be adept at synthesizing large, disparate quantities of data and observations into actionable intelligence. The ability to simplify the complex, establish credibility quickly, and swiftly build trust-based influence with senior stakeholders is necessary. You should be able to collaborate effectively across a matrix organization showcasing pursuit and relationship management skills. Possessing natural coaching skills, being comfortable facilitating pursuit team discussions, speaking in large group settings, handling difficult conversations, influencing without authority, and writing persuasively are all important attributes.