T-Systems Austria GesmbH
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T-Systems Austria GesmbH
Vollzeit - unbefristet
5 Jahre und mehr
The Major Deal Management Team is responsible for the successful execution of complex, national and international sales projects in the region EMEA, as well as the successful closing all the way to handing over a "deal" to the delivery organization. The Deal Consultant combines elements of competitive analysis, customer requirement management, technical solution design, cost structure design and pricing models, in order to design winning deal propositions.
The Deal Consultant will advise the project team and its core roles (such as Deal Executives, Bid Managers) on competitive ability, pricing, and technical applicability along customer needs. He helps with qualification, develop successful deal- and pricing-strategies and implements them in a customer facing way. The Deal Consultant participates in deal-shaping and contract negotiations and acts as an interface between service management, commercial management and the various solution areas. He presents to the customer the commercial deal proposition as a combination of solution differentiators resulting in a competitively price, ideally captured in an individually tailored pricing models that meets and overachieves customer expectations.
Your tasks in detail:
Continued analysis on market trends, T-Systems offering portfolio, broad technical expertise and understanding about market price levels in Europe
Contact person for customers to advise and coordinate scope, price and commercial topics from the beginning of the pre-sales process towards signing the contract
Lead role in determining deal prices targets with the Deal Team through price-to-win workshops
Guiding role in pricing strategy and support in developing and implementing the sales strategy
Continuous and proactive coordination with the solution team and comparison of relevant cost drivers and service design parameters and assumptions, assuming a leadership role around solution and costing if necessary in the deal
Conduct cost reviews along the target costing method, provide guidance in optimizing costs and pricing by analyzing various options and scenarios
Responsible for creating and presenting commercial business case scenarios to support customer decision-making
Responsible for the preparation of price quotations and contract annexes
Negotiation of the price-relevant parts, the price model and the framework conditions of the contract with the client
Assist the Deal Executives and / or Bid Managers in dealing with conflict management in deal teams
You have successfully completed your studies, preferably with a technical and / or business background. In addition, you have at least 5 years of practical experience in sales projects with a focus on IT outsourcing and / or as a sourcing advisor in major international IT projects. In addition, you have advanced knowledge of business implications of international, cross-border contracts and have already developed, implemented and optimized calculations and business cases for IT products and / or ICT outsourcing projects.
Your skills and experience:
Proven successful conclusion of ICT outsourcing projects with a contract volume of more than EUR 20 million in an international and multicultural environment
Presentation of complex technical and financial issues at CxO level and in relation to internal management functions
Detailed knowledge of market developments and competition
Very good knowledge and experience of the technical portfolio of the different areas of IT and TC from previous activities
Detailed knowledge of pricing and calculation methods and parameters
Experience in building cost models, pricing strategies and billing models and methods for IaaS, PaaS and SaaS products and ICT operating topics
Evaluation of business cases regarding business key figures
Experience in Sales, Customer contact handling and / or sourcing advisory
Experience in project work and project management in a multinational/international context
Outstanding social and communication skills - always confident and appropriate to the addressees
High performance attitude with a winning spirit
Strong customer orientation and ability to evaluate added value and aspects of the work results from the customer's point of view
High resilience and readiness to work under time pressure during critical project phases
Strong analytical skills and handling numbers on a detail level - work with Microsoft Excel in a very complex form is mandatory
Fluent English skills at a level to negotiate, as well as proficient in another European language
Readiness to travel National and International, as projects demand
Your creativity as well as a pronounced market and customer orientation in the development of solution ideas is essential for your new task. You are capable to create compelling work results under severe time pressure in complex situations. Your experience in outsourcing projects and your high level of social competence will help you to motivate your environment and deal confidently with conflict situations.
T-Systems. Our ICT services place us in one of the most dynamic markets worldwide. We use innovative technology to develop compelling solutions for the convergence markets of tomorrow. Our goal is to help businesses to become even more successful.
HR Shared Service Center
Tel. : 00800 800 560 56
E-Mail : MyHR_RecruitmentTSAT@telekom.com