Deal Consultant Major Deal Management EMEA (m/f)

      T-Systems Austria GesmbH

      Wien - vor 1 Monat


      Job-ID: 84053_DE_2

      Deal Consultant Major Deal Management EMEA (m/f)


      T-Systems Austria GesmbH


      Wien, Österreich




      Vollzeit - unbefristet




      5 Jahre und mehr

      Erforderliche Sprachkenntnisse:

      Deutsch, Englisch

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      Ihre Aufgabe

      Your Role:

      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

      • Leading and participating in internal projects for the further development of portfolio, sales strategy and marketable price models

      Ihr Profil

      Your Profile:

      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

      • Sound knowledge of IT organizations and operations

      Your profile:

      • 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

      • Several years of relevant international experience in the ICT environment

      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.

      Über uns

      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.

      Ihr Kontakt

      HR Shared Service Center

      Tel. : 00800 800 560 56
      E-Mail :

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