Global Operate Business Development, Pricing Manager

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Work you'll do

In this role, you will be a member of the Global Operate Pricing & Commercial Deal Strategy team, working with Global Operate pursuit teams around the world to structure winning commercial architectures for managed services engagements.

As a Manager, Deal Pricing Coach, you will lead the financial and competitive research behind each deal coaching engagement, help design the recommended commercial architecture, and support pursuit teams as they build the client-facing materials that bring it to life.

For lower-complexity or lower-TCV pursuits, you will independently lead the engagement end-to-end, including presenting the recommended architecture to the pursuit team.

For more complex, higher-value pursuits, you will execute this work under the direction of a Senior Manager Deal Coach, to whom you will report.

This work is primarily virtual, with occasional travel required for in-person pursuit team collaboration.

Responsibilities:



* Lead deal coaching engagements end-to-end for lower-complexity or lower-TCV Global Operate pursuits, from pursuit team intake through final commercial architecture sign-off


* Confirm each pursuit's pricing status and required baseline commercial model (Time & Materials or Fixed Fee) before layering in any creative construct enhancements


* Conduct the core research behind each engagement - five-year client financial trend analysis, peer benchmarking, and earnings call transcript review - and synthesize findings into a clear, evidence-backed set of client challenges



* Help design recommended commercial architectures, combining baseline models with creative constructs tied to identified client challenges, under the direction of a Senior Manager for complex or high-value pursuits


* Coach pursuit teams as they build client-facing commercial strategy presentations, and support pursuit team presentations to client teams for pursuits you lead end-to-end


* Support the post-presentation feedback coaching loop by capturing client feedback and helping revise the commercial architecture into a refined proposal


* Partner with the deal's financial modeling team to help reflect the final, agreed-upon commercial structure in the engagement's financial model


* Escalate complex or high-stakes commercial structuring questions to the Senior Manager Deal Coach as needed


* Contribute to the ongoing evolution of the Deal Coaching methodology, tools, and creative construct catalog


* Build relationships across Global Operate workstreams, alliances, and account teams to ground commercial recommendations in delivery reality


* Collaborate with Global Solution Hub team(s) at various points of the end-to-end pursuit process to receive or provide various ...