Specialist: Commercial Architect / Pricing Specialist (Telco)
The Specialist: Commercial Architect provides a Pricing, Business Case and Commercial Support & Advisory service across the Liquid Intelligent Technologies Group standard products and customized solutions.Ensures the application of agreed pricing and business case principles and methodology within the Liquid Intelligent Technologies Group.The role supports the Enterprise Business Unit (EBU) function across all the Opcos in the Group. The role will support the EBU function in managing the pricing and new projects for the Group and all Opcos, business case preparation for large projects for various existing Opco as well as new strategic projects assigned by GCOO. The role will also support pricing for cross subsidization of Network, Digital and Managed services to manage the product-based profitability towards which company is moving. The role will also support strategic and other large-scale projects for presentation to GCOO on business cases and pricing.The commercial architect will be responsible for solution vetting of requests, application of appropriate cost allocation methodologies, reviewing of pricing and business cases prepared by the team, as well as first line escalation handling. Provide guidance to Sales in matters related to the pricing of products and solutionsUnderstand the broad array of Liquid Intelligent Technologies product and services and provide pricing metrics thereofEngage with Product, Solutions, Engineering and Finance functions with regard to inputs and approvalsSupport Sales on commercial negotiations with customers and pricing discussionsPricing & Business CasesCustomer Pricing & Business Cases (primarily domestic services)To provide innovative commercial models (CAPEX/OPEX mix) that can be applied to customers according to different scenarios.Responsible for the commercial and pricing aspects of bids, RFPs, proposals and customer rate cardsBusiness case compilation for standard and customised scenarios. Business case and pricing on complex solutions and multi-country bidsArchitect large Enterprise deals with a focus on TCO (total cost of ownership) reductionTo support Sales with negotiations with Customers and pricing discussionsProducts & Price Book - Business case and pricing for new products and product enhancements. Bundling products and services and application of discounts that are attractive yet within financial guidelines. Price book & DoA creation, publishing and maintenance. Product price revision and business casePresentation of business case & pricing for strategic and other large-scale projects to GCOORisk assessment and recommendations based on outcomes of business case analysisInternational pricingTo create and manage pricing and commercial negotiations for complex, managed service and connectivity global opportunities in a timely manner, meeting Liquid Intelligent Technologies objectives whilst mitigating risk.To analyse and monitor high capacity subsea cable pricing to make sure it is competitive and in line with the market.Global Account Pricing Support Support Global Account Director as SPOC (single point of contact) for pricing requests and customer rate cardsSupport Global Account Director on order management for designated Global Accounts which involves order form creation and updatesLiaise with the Customer on Pricing and Commercial mattersLiaise with the various Opcos in the Group for rate cards and customer specific requirementsVendor Management & SupportParticipate in vendor management negotiations to provide feedback on pricing requests to ensure that the organization is competitive in the marketplace.To follow-up with vendors/suppliers and manage escalations accordingly to obtain pricing globallyProvide costing to Presales Teams to be used in Pricing. Engage cross-functional and virtual teams where required. Perform as functional bridge amongst external vendors as well as internal stakeholders. Support monthly review management of services, and vendor benchmarking.Coordinate all vendor management tasks inclusive of working with external vendors and internal employees.Risks & Profitability - To ensure that bids, RFPs, proposals are commercially and financially complete in terms of ensuring that all cost elements provided are included and priced. Manage commercial and financial risk of bids, RFX's & to ensure profitability of the Company per deal. Ensure Compliance with all Regulatory requirements for pricingVendor ManagementSolution Checking to ensure what was requested to Supplier and what the Customer requires is aligned.Advise on procedures covering the selection of 3rd party suppliers.Ensure enterprise-wide needs for due diligence, risk assessment and continuing vendor monitoring are being accomplished.Ensure that 3rd party providers are approved in accordance with Liquid Intelligent Technologies procedures.Support tracking and recording of acceptance procedures and criteria for Vendors. As part of a wider commercial and legal team, apply commercial strategy and relevant procurement and intellectual property law to assist with negotiations with these preferred 3rd party providers.Commercial Sign off processes, tracking, reporting, benchmarking To ensure that commercial and financial sign-off processes are observed. Monthly analysis and reporting on pricing & business case requestsQuotation tracking. Track and benchmark competitor pricing of products / servicesResponsible for SFDC and / or other Operations/Business Support Systems price updatesInnovation & Continuous ImprovementInnovation - contribute to continuous improvement in the optimisation, transformation and efficiency of the team with a focus on automation and self serviceSolution vetting, cost modelling, pricing & business case reviews and escalation handling Conduct solution vetting of pricing / business case requests received from Sales for relevance of product / solution proposed and corresponding cost inputs propose alternative solution as appropriate Application of appropriate cost allocation methodologies for standard and complex solutionsEngagement with Network / Product functions for cost and commercial inputs on creation of new or enhanced rate cardsDrive engagement with internal stakeholders for conclusion of strategic or complex deals / RFPs Reviewing of routine business case / pricing proposals prepared by the teamEscalation handling on pricing and business case requests
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