Work with the offering leaders to design solution specific value pricing strategies for Hybrid-Operate offerings
Participate in workshops with current industry offering owners led by the Hybrid-Operate Offering Development Lead to understand Managed Services potential for various potential offerings
Perform financial analysis and developed commercial proposals & business cases for large, strategic & complex deals
Support proposal teams with pricing model development and act as a critical resource in the development of deal pricing
The Role Involves
The Hybrid-Operate Pricing Strategy Manager is responsible for developing and/or supporting the sale of Managed Services solutions to clients/markets. The role involves:
Costing & Pricing of New Managed Services offerings
Supporting new MS Offerings as they move from initial Ideation through Market Validation, Design, Build, and Launch to build and refine:
A cost model that is as detailed as possible for each phase of the offering. Include standard industry cost categories and benchmark ratios in the model at its inception, and proactively refined through the final Build process so that there is a complete and accurate set of costs prior to Offering Launch.
A Pricing model that supports a Value Pricing strategy for the Offering and produces a Value Price for the Offering based on that strategy.
A pricing model that can also be passed on the Deal Desk once the Offering is launched. This model should operationalize the pricing process in a way that easily produces pricing that can be delivered by the Deal Desk to Account Teams within the parameters of standard approvals for the Offering.
Participating in workshops with current Industry Offering owners led by the Hybrid-Operate Offering Development Lead to understand Managed Services potential for various potential offerings. Activities to include:
Develop an initial Cost Model based on the Offering Framework/Description, Committed Outcomes & SLAs, over the 4-8 weeks period that these initial deliverables are developed
Provide the initial Cost Model detail to the Offering Development Lead as they Develop a Market Forecast with Market Offering Partners, Principals, and Managing Directors (PPMDs) for both customer acquisition and revenue through 2022, assisting to also produce a margin view for the Market Forecast.
Support the MS Offering Development Lead in the creation an Innovation funding request for the Design and Build phases (costing data for resource hours and hard dollar requests from the model)
Participate in the development of a Level of Effort estimates and refine the Cost case in parallel with Delivery Team detailed during Design sessions. Update the cost case if any new details of the design invalidate or open up new labor or investment requirements within the offering
Support RFI and RFP response and pricing efforts during Design stage as needed to move pricing toward the anticipated Hybrid-Operate offering pricing construct as appropriate.
Ensure that all pricing and costing assumptions are documented as part of the pricing and costing model workbooks.
Supporting the Hybrid-Operate Deal Desk in the development of specific pricing models for Deloitte's Managed Services offerings for use by internal professionals (ex: RFI/RFP, Business Case, Proposal)
Skills Requires for this job
Strong understanding of Managed Services based value pricing parameters, including a pricing construct that supports Managed Services unit pricing and offering level committed outcomes
Strong managed services knowledge from pricing, costing (strong knowledge of standard industry components and metrics), and sales/business development experience for complex deals/managed services
Industry experience in developing costing and pricing models for complex and/or managed services offerings & performing complex financial analysis
Strong understanding of Managed Services Operational complexity and success criteria to ensure costing models are reflective of the true cost of ongoing operation
Strong Understanding of managed service financial modeling and contracting terms/norms
Strong understanding of finance & accounting concepts
Advanced MS Excel abilities, including building/modifying sophisticated macros and other functionality using Visual Basic and familiarity with/desire to train on LAMBDA
Strong analytical and quantitative skills
Qualifications required for this job
Candidate must have at least:
A bachelor's degree in mathematics/business administration/ finance/ engineering management/computer science with at least 5-6 years' experience in the above areas or
A Master's Degree in mathematics/ business administration/ finance/ engineering management/computer science with at least 2-3 years' experience in the above areas
At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits.Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Deloitte is led by a purpose: to make an impact that matters. This purpose... defines who we are and extends to relationships with our clients, our people and our communities. We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities. We want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area you’re applying to.