Avanade Deal Shaping and Pricing – Deal Lead

Avanade

Location: Edinburgh, Greater London, Greater Manchester, Tyne and Wear, West Midlands

Job Type: Full time

Posted


Together we go beyond

The Avanade Deal Shaping & Pricing Team provides professional financial leadership (support) and resources focused (for) on the development and approval of large, complex deals, ensuring accuracy in financial evaluation and compliance with external regulatory and internal requirements. The role will initially focus on complex Managed Services and Consulting deal shapes, in addition to other specific pricing initiatives and focus areas identified.

In this role you will provide comprehensive finance support for large and complex deals, taking day to day lead on projects and providing end to end detailed financial support from financial modelling to participating in and supporting deal reviews within Europe

Why Join ADSP?

  • Work in fast paced sales environment with a global commercial team
  • Gain an insight into Avanade sales organization
  • Play a key role in supporting Avanade growth
  • Receive comprehensive commercial, pricing and financial modelling training
  • Learn new pricing tools and deal processes

The major areas of responsibility for the role are:

  • Own the commercial and financial aspects for shaping, structuring, and closing a portfolio oflarge and complex transactions.
  • Developing and/or supporting the development of detailed financial models
  • Provide comprehensive commercial and finance support on large and complex transactions
  • Managing a portfolio of deals across a region and developing relationships with Area and Regional Solution and Sales Teams.
  • Support deal teams to develop and draft financial Terms and Conditions.
  • Assist the proposal team on financial aspects for management approvals.
  • Enable the transition from selling into delivery.
  • Participate in and support deal reviews within Europe
  • Engage as part of a larger team working with Sales Teams, Finance Leadership, CFM, Controllership, Tax and Legal.
  • Leading, managing, coaching, developing and training junior members of the team

Key Responsibilities:

  • Providing commercial financial support during sales of Managed Services and Consulting arrangements
  • Preparing the Corporate Transaction Analysis to support the pricing approach to the client value proposition
  • Acquiring and maintaining all documentation supporting the Corporate Transaction Analysis on new opportunities
  • Preparing detailed financial models using bespoke tool set.
  • Interpreting detailed financial models and providing detailed analysis of financial models
  • Preparing detailed pricing responses for Customer submissions and contributing content for Customer deliverables.
  • Preparing detailed Accounting Treatment Memorandums consistent with US GAAP.
  • Report into North America Pricing Lead
  • Works to ensure that credibility is established with pricing team
  • Participates in all necessary Deal Reviews and approvals
  • Prepares supporting documents, provides guidance for Deal Reviews as necessary
  • Works with the BD and Solution Architect organizations to develop the costing and pricing of the opportunities to be presented to customers.
  • Identifying areas of risk, opportunities for margin improvement
  • Identifying use of any nonstandard financial modelling worksheets or tools
  • Documenting alignment with guidance, policies on impacts of modelling key financial elements or contractual terms, including inflation, FX, Contingency, Payment Terms
  • Working with Delivery organization and other members of Finance in having regional compliance of policies and internal controls, mainly contract checklists and revenue recognition policies

Required skills:

  • 4-8 years of increasingly diverse or complex experience in a highly commercial environment
  • 1-4 years of management experience
  • Experience in working in technology companies and/or consulting companies
  • Able to lead or support in a project management capacity on developing pricing initiatives
  • Able to work in a team with other executive level members to drive out deliverables
  • Experience in Deal Shaping and Pricing preferred
  • Experience dealing with executives regarding financial reporting and accounting matters
  • Strong communication skills to discuss “issue” areas with appropriate parties
  • Excellent working knowledge of Excel and good knowledge of MS Windows based software packages: Word, Outlook, etc.
  • Working knowledge of SAP Financials preferred
  • Working knowledge of CRM preferred
  • Bachelor’s degree in accounting, finance or related field. Master’s degree preferred.
  • Qualified Accountant or CPA preferred

You’ve got this!