Deloitte Managed Risk Services Pricing & Costing Strategy Lead in Charlotte, North Carolina
Deloitte is one of the leading professional services organizations in the United States, specializing in audit, tax, consulting and financial advisory services with clients in more than 20 industries. We provide powerful business solutions to some of the world s most well-known and respected companies, including more than 75 percent of the Fortune 100.At Deloitte, you can have a rewarding career on every level. In addition to challenging and meaningful work, you ll have the chance to give back to your community, make a positive impact on the environment, participate in a range of diversity and inclusion initiatives, and find the support, coaching, and training it takes to advance your career. Our commitment to individual choice lets you customize aspects of your career path, your educational opportunities and your benefits. And our culture of innovation means your ideas on how to improve our business and your clients will be heard.The Deloitte Risk & Financial Advisory practice is the premier risk advisor helping leading organizations solve their most complex risk challenges and drive business performance. The Managed Risk Services Team helps the Advisory practice identify, invest in, and rapidly commercialize new Managed Risk Services ideas and opportunities. We are the destination for innovation and risk professionals who want to be part of a high impact team driving growth opportunities for Deloitte, and who want the opportunity to use their unique strengths and develop their talents. The Managed Risk Services Pricing & Costing Strategy Lead (P&CSL") is responsible for developing and/or supporting the sale of Managed Services solutions to clients/markets. The role involves:Managed Risk Services Costing and Pricing of New Managed Risk ServicesSupport 3-5 new MRS 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. Standard industry cost categories and benchmark ratios should be built into the model at it s inception (with placeholders as needed in early phases), 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 to 1 day Workshops with current Industry Offering owners led by the MRS Offering Development Lead to understand MRS 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 week period that these initial deliverables are developedProvide 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 MRS 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 offeringEnsure the pricing and cost models both includes models for transition specific to each Offering.Support RFI and RFP response and pricing efforts during Design stage as needed to move pricing toward the anticipated MRS offering pricing construct as appropriate.Update Committed Outcome and SLA descriptions to match detailed designEnsure that appropriate contingencies for terms and conditions, SLAs, committed outcomes or unknown delivery costs or execution risks are developed.Ensure that all pricing and costing assumptions are documented as part of the pricing and costing model workbooks.Supporting the MRS Deal Desk in the development of specific pricing templates for Deloitte s Managed Services offerings for use by internal professionals (ex: RFI/RFP, Business Case, Proposal)The ideal P&CSL will:Have the ability to lead PPMDs to MRS-based value pricing parameters, including a pricing construct that supports MRS unit pricing and offering level committed outcomes.Foster and enhance the MRS Brand with the PPMD Market Offering Leadership through strong managed services knowledge and experience from pricing, costing (strong knowledge of standard industry components and metrics), and sales/business development experience for complex deals/managed services (ie; how to position a TCO-based value proposition, due diligence, ..etc to senior leaders and decision makers within the target market).A Strong bias to action and drive to detailed deliverables vs. academic level discussion/contentStrong Understanding of Managed Services Operational complexity and success criteria to ensure costing models are reflective of the true cost of ongoing operation, including raising ideas as to areas where operational efficiency can be gained.Strong Understanding of managed service financial modeling and contracting terms/normsIndustry experience developing or selling managed service offeringsIndustry experience developing costing and pricing models for complex and/or managed services offerings. The typical candidate will bring approximately 6-10 years experience in these areas. Additionally, a candidate must possess:High integritySolid executive presence Ability to influence decision-makers at the highest levels in client organizationsAbility to craft and execute strategic and tactical plans to deliver complex internal projects on time and on budget.Ability to work as a team playerWillingness and ability to share knowledge with othersStrong presentation skillsFamiliarity with selling intangibles to internal clientsA willingness to travelBachelor s degree is required; A Finance and/or Advanced degree(s) are preferredLocation flexible
As used in this document, Deloitte means Deloitte LLP and its subsidiaries. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.
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Category: Business Development / Sales / Marketing