Product Management Lead

Project Role : Product Management Lead
Project Role Description : Drive and develop product vision, strategy and roadmap. Works with key stakeholders to understand requirements, build partnerships and provide technology solutions. Work with engineering teams to deliver the product with quick time-to-market.
Must have skills : Software Product Management
Good to have skills : Product Development Management
Minimum 15 year(s) of experience is required
Educational Qualification : 15 years full time education
We are: In this position, you would be working within Accenture Products and Platforms (APP). APP operates a portfolio of product-mindset business units inside Accenture – each with a shared mission to codify industry and functional knowledge into valuable and differentiated software assets for sale to Accenture clients or as market-facing products in clients’ own offerings. APP teams overlay Pragmatic frameworks and Agile methodologies to create value and deliver excellence every day. APP products and platforms accelerate time-to-value, ensure customer satisfaction, and drive productive, long-term client engagements. APP offers unique and rewarding opportunities and software career paths within Accenture. You are: The Senior Commercial Manager will work with APP and the market / local sales teams to help contribute to profitable sales growth, support bid management, support deal negotiation and support deal shaping for opportunities involving our APP products / platforms. In addition, The Senior Commercial Manager provides software expertise and commercial guidance to asset-based transactions and initiatives / ventures across the Accenture organization within the scope of APP’s responsibility as a Center of Excellence. The APP offerings comprise of on-premise, SaaS, and BPO-powered SW delivery models. As part of their responsibilities, the Senior Commercial Manager needs to ensure that all elements of the deal related to the APP offerings are aligned through the various stages of the APP’s Complex Deal Review (CDR) and Accenture’s New Business Management (NBM) processes: product pricing, commercial / IP / licensing terms, product releases / roadmap considerations and controlled professional services necessary to implement/configure the SW product. Due to the unique nature of the Software industry (on-premise and SaaS SW products and platforms) vs. the more common Services / Consulting commercial work done across Accenture, a deep understanding of market relevant SW commercials is required to perform this role effectively. This will involve either in-person or remote support of multiple engagements across the assigned geography. The work: Support Deal Shaping · Support the Deal Shaper to develop a winnable value proposition and set of commercials for the product/platforms which drives higher profitability/win-rate for the overall deal, and lower Business Development spend. · Support and assist with product / platform positioning, key SW contracting terms/conditions, SW deal shaping and financial structuring, including SW / asset driven pricing strategies and/or SW contracting elements. · Contribute in the performing of sensitivity analysis to maximize financial returns while minimizing risk. · Help ensure integration across the financial and commercial analysis within Accenture. · Ensure Accenture Software guidelines and policies are applied consistently and pragmatically. Support / Lead Deal Negotiation · Support the development and execution of the SW / deal negotiation strategy with the Negotiator or Sales Lead for Accenture’s deals for the product / platform specific elements. · Support the development of contract materials (e.g., Master Service Agreement, Contract Schedules, Statements of Work etc.) with a focus on the SW agreements (Master SW agreement, SaaS agreement, Product Schedules, etc.) · Help coordinate SW contracting and SW negotiation input across internal and external stakeholders; know when and how to be firm on certain SW commercials and Ts and Cs – which are often quite different than what Consulting focuses on. Market Relevance and Innovation · Stay current with commercial SW trends including commercial deal shapes (“as a Service”, transactional pricing, etc.) and SW contracting trends (lean SW agreements, click-thru, etc.). · Understand the nature and origin of SW value and pricing – to leverage it when working on contemporary deal shapes and constructs. · Focus on efficiencies, minimizing complexity and risk while shaping, papering, pricing, and negotiations as the market continues to demand bundling several different SW assets into one deal. · Know how to align commercials and Ts and Cs as varying levels of SW maturity can complicate a clients’ expectations. · Identify the need for and facilitate the on-boarding of ecosystem partners and business intermediaries to support business growth. · Develop bespoke commercially innovative pricing constructs to enable competitiveness and drive profitability on complex software driven opportunities. Support Bid Management · Develop or facilitate the required deliverable components for the APP Complex Deal Review (CDR) to ensure that the deal complies with required internal controls. · Understand and uncover high-risk elements related to non-standard commercial structures, high risk delivery, any deal commitments to future releases of products not yet in “Generally Available” status or modifications to a current product release strategy. · Review key elements of RFI’s and RFP’s that relate to APP products and platforms’ terms & conditions, pricing, and sample license agreements. Support Profitable Sales Growth as a member of an opportunity deal team · Assist with sales campaign strategy to develop winning, compelling, and compliant win strategies and proposals, with an emphasis on the SW components and how the SW can bring value to the client/deal. · Execute developed capture tactics, competitive analysis, and teaming strategies that balance program risk and reward. · Support client delivery and business development teams in building relationships with client decision-makers and key influencers. · Ensure capture strategy and proposal activities comply with internal controls, ensuring corporate and internal reviews are conducted in alignment with the firm approved APP Complex Deal Review process. For now, all Accenture business travel, international and domestic, is currently restricted to client-essential sales/delivery activity only. Please note: The safety and well-being of our people continues to be the top priority, and our decisions around travel are informed by government COVID-19 response directives, recommendations from leading health authorities and guidance from several infectious disease experts. Here’s what you need: · Commercial Management experience within a software organization, product-based industry or with asset driven offerings within the broader technology industry · Experience in Deal Shaping either within or in partnership with a software organization or product-based industry · Advanced Skills in negotiation · Strong Customer Insight · Bachelor's degree or equivalent experience Bonus points if: · Experience with Software Pricing and Licensing · Business Case Development Skills · Alliances Strategy / Ecosystem Partner Experience · Mergers & Acquisitions knowledge and / or experience15 years full time education

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