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Client Operations Renewal Administrator
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#374129
Full Time
Job Description
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Develops, evaluates and implements pricing strategies and models based upon current business and competitive market dynamics. Conducts research and performs competitive pricing analysis. Monitors ongoing competitive environment to ensure practices do not adversely impact company reputation or customer satisfaction. Partners with Sales/Marketing, Business Development and Finance to correctly position product portfolio and establish pricing programs aligned with product/sales strategy and revenue recognition requirements. Evaluates opportunities to monetize products offered initially at little to no cost, or to create upsell opportunities as products are repositioned in the marketplace. Projects impact of pricing changes, individual promotions and rebate programs on revenue. Creates/administers pricing databases and coordinates implementation of pricing proposals across the organization.
Working at NTT
The role of the Renewal Administrator is accountable for supporting growth across deals and will analyze deals to find efficiencies and ensure lower costs and maximum profitability. This position participates in pre-sales engagements to support the qualification of deals with a particular focus on the pricing and margin aspects of the pursuit. The Renewal Administrator will provide input on any complex deal review process related to deals in their assigned area of responsibility.
Key Role and Responsibilities:
• Provide a thorough analytical breakdown of pricing structures
• Maintain familiarity with hardware / software licensing & services commercial model in the vendor's environment
• Drive pricing model with internal teams
• Ensure costing optimization with the vendors and regions and work with the Sales team to optimize deals, mitigate risks for NTT and prevent potential channel or country/region conflicts
• Work closely with field sales to implement pricing and deal packaging guidelines.
• Assess data from a variety of sources and using it to derive insights into pricing strategies and market trends
• Conduct risk assessment and exposure management, calling out areas of concerns
• Support the design of competitive pricing proposition of specific client deals
• Achieve an appropriate commercial return and manage key risks – working closely with the sales team and facilitate deal reviews and approvals by Sales and Finance by managing the communication and structuring of business opportunities.
• Ensure that the pricing design includes development of the Client Business Case, the NTT Business Case, a pricing response, contractual pricing documents, addressing client concerns/requirements and mitigating business risks
• Assist with deal structuring and/or packaging guidance to Sales, incorporating macro perspective into deal guidance in order to ensure that deals make overall business sense (precedent setting, pricing/discounts across segments/geographies and product family, hardware and software discounts)
• Develop appropriate pricing templates that conform to pricing standards required by the business
• Partner with Legal to perform contract reviews and assessments
• Perform scenario analysis, what if comparisons, sensitivity analysis, on key deal during deal structuring cycle
• Support the transfer of the pricing knowledge to the GDC delivery team to ensure the ongoing management of the commercial aspects of contracts.
• Review the financial returns delivered by engagements to ensure the learning is captured as engagements deliver
• Provide analysis identifying common trends and issues around pricing and competitive situations, learnings from deals, pricing pressures, competitive pressures, loopholes, etc., encountered in day-to-day management of the region
• Capture knowledge into artefacts that can be used to support new pursuits and ensure it is embedded in NTT's overall approach– e.g. updated costing and pricing policies, models.
• Develop and run training programmes on pricing pursuits lessons learned for account, sales enablement and delivery teams and deliver ongoing education to ensure Sales understanding and compliance.
Knowledge, Skills and Attributes :
• Knowledge and understanding of IT industry environment and business needs
• Strong knowledge about the industry including competitors and market trends
• Knowledge of vendor pricing & commercial model (e.g. Cisco and Microsoft license model / VMW license model)
• Keen eye for identifying opportunity
• Strong analytical and research skills
• Excellent verbal and written communication skills
• Good negotiations and problem-solving skills
• Effective reporting and presentation skills
• Excellent commercial acumen
• High level of drive and ability to work under pressure
• Understanding of global commerce and business capabilities and policies for global deals
• Ability to build and maintain cross-functional relationships with a variety of stakeholders
• Maintains extensive knowledge of product and service offerings, including new offerings
Academic Qualifications and Certifications:
• Bachelor's degree or equivalent in Mathematics, Statistics, Business, Commercial or equivalent
Required Experience:
• Sound experience working with business intelligence software
• Demonstrated relevant experience in similar role within a related environment
• Demonstrated pricing experience as a consultant or practitioner with a history of developing and implementing innovative pricing solutions
• Demonstrated experience in commercial modelling using MS Excel, Powerpoint, etc.
What will make you a good fit for the role
Develops, evaluates and implements pricing strategies and models based upon current business and competitive market dynamics. Conducts research and performs competitive pricing analysis. Monitors ongoing competitive environment to ensure practices do not adversely impact company reputation or customer satisfaction. Partners with Sales/Marketing, Business Development and Finance to correctly position product portfolio and establish pricing programs aligned with product/sales strategy and revenue recognition requirements. Evaluates opportunities to monetize products offered initially at little to no cost, or to create upsell opportunities as products are repositioned in the marketplace. Projects impact of pricing changes, individual promotions and rebate programs on revenue. Creates/administers pricing databases and coordinates implementation of pricing proposals across the organization.
Working at NTT
The role of the Renewal Administrator is accountable for supporting growth across deals and will analyze deals to find efficiencies and ensure lower costs and maximum profitability. This position participates in pre-sales engagements to support the qualification of deals with a particular focus on the pricing and margin aspects of the pursuit. The Renewal Administrator will provide input on any complex deal review process related to deals in their assigned area of responsibility.
Key Role and Responsibilities:
• Provide a thorough analytical breakdown of pricing structures
• Maintain familiarity with hardware / software licensing & services commercial model in the vendor's environment
• Drive pricing model with internal teams
• Ensure costing optimization with the vendors and regions and work with the Sales team to optimize deals, mitigate risks for NTT and prevent potential channel or country/region conflicts
• Work closely with field sales to implement pricing and deal packaging guidelines.
• Assess data from a variety of sources and using it to derive insights into pricing strategies and market trends
• Conduct risk assessment and exposure management, calling out areas of concerns
• Support the design of competitive pricing proposition of specific client deals
• Achieve an appropriate commercial return and manage key risks – working closely with the sales team and facilitate deal reviews and approvals by Sales and Finance by managing the communication and structuring of business opportunities.
• Ensure that the pricing design includes development of the Client Business Case, the NTT Business Case, a pricing response, contractual pricing documents, addressing client concerns/requirements and mitigating business risks
• Assist with deal structuring and/or packaging guidance to Sales, incorporating macro perspective into deal guidance in order to ensure that deals make overall business sense (precedent setting, pricing/discounts across segments/geographies and product family, hardware and software discounts)
• Develop appropriate pricing templates that conform to pricing standards required by the business
• Partner with Legal to perform contract reviews and assessments
• Perform scenario analysis, what if comparisons, sensitivity analysis, on key deal during deal structuring cycle
• Support the transfer of the pricing knowledge to the GDC delivery team to ensure the ongoing management of the commercial aspects of contracts.
• Review the financial returns delivered by engagements to ensure the learning is captured as engagements deliver
• Provide analysis identifying common trends and issues around pricing and competitive situations, learnings from deals, pricing pressures, competitive pressures, loopholes, etc., encountered in day-to-day management of the region
• Capture knowledge into artefacts that can be used to support new pursuits and ensure it is embedded in NTT's overall approach– e.g. updated costing and pricing policies, models.
• Develop and run training programmes on pricing pursuits lessons learned for account, sales enablement and delivery teams and deliver ongoing education to ensure Sales understanding and compliance.
Knowledge, Skills and Attributes :
• Knowledge and understanding of IT industry environment and business needs
• Strong knowledge about the industry including competitors and market trends
• Knowledge of vendor pricing & commercial model (e.g. Cisco and Microsoft license model / VMW license model)
• Keen eye for identifying opportunity
• Strong analytical and research skills
• Excellent verbal and written communication skills
• Good negotiations and problem-solving skills
• Effective reporting and presentation skills
• Excellent commercial acumen
• High level of drive and ability to work under pressure
• Understanding of global commerce and business capabilities and policies for global deals
• Ability to build and maintain cross-functional relationships with a variety of stakeholders
• Maintains extensive knowledge of product and service offerings, including new offerings
Academic Qualifications and Certifications:
• Bachelor's degree or equivalent in Mathematics, Statistics, Business, Commercial or equivalent
Required Experience:
• Sound experience working with business intelligence software
• Demonstrated relevant experience in similar role within a related environment
• Demonstrated pricing experience as a consultant or practitioner with a history of developing and implementing innovative pricing solutions
• Demonstrated experience in commercial modelling using MS Excel, Powerpoint, etc.
What will make you a good fit for the role
