Smart Factory Pricing & Monetization Lead - #2008543

Deloitte


Date: 25/11/2021
City: Indianapolis, IN
Contract type: Full time
Deloitte
SF Pricing & Monetization Lead

Deloitte and Wichita State University have partnered to create an immersive and cutting-edge experience center at The Smart Factory @ Wichita. The innovative space will be designed for customized, interactive client experiences, and will be furnished with Industry 4.0 technologies - the application of physical and digital technologies from startups and leading manufacturing hardware and software solution providers, in pursuit of enhanced performance and value (however defined).

The team

This group is part of Deloitte Consulting's New Business Innovation (NBI) team, which collaboratively evaluates new technologies and trends-sensing, incubating, and scaling the development of assets to augment the firm's leading services. NBI drives Consulting's asset-based agenda and supports its hybrid offerings, building a culture of continuous innovation to address our clients' most pressing business challenges, deliver tangible results in the near-term, and create sustainable competitive advantage for the firm.

We are looking for talented individuals with an innovative mindset, passion for helping emerging technologies enter new markets, and a strategic skillset to support hybrid businesses in commercializing and scaling new technology-enabled offerings, with a focus on pricing and monetization strategy

Work you'll do

As the Pricing & Monetization Leader, you will serve as the expert driving development of the pricing strategy, execution of the deal desk enabling sales activities, and earnings centricity for the business. Specific responsibilities include:
  • Develop innovative monetization, pricing, sales and marketing strategies for portfolio of Deloitte's Hybrid Businesses
  • Advise business leadership on strategic implications of business model, monetization, and pricing choices to inform long term vision and strategy of offerings
  • Organize, facilitate, and develop content (i.e., go-to-market workshops) to educate Deloitte Principals, Managing Directors, Senior Managers and Managers on how to sell and strategically position offerings in client pursuits
  • Create and refine value-based, market validated pricing strategies that capture optimal margin for the firm (including market sensing/pulsing in KPIs) and support business goals
  • Define win-win deal structures within the asset strategy and firm guardrails
  • Support the structuring of individual deals as the business deal desk; coordinate across deal components and with internal firm processes on pricing, risk, tax
  • Coordinate leveraging best practices, resources and frameworks from the NBI Pricing and Monetization team and Commercial Insights/Pricing to drive optimal business outcomes
  • Capture insights and data from market interactions on pricing/deal constructs, win loss, and competition
  • Drives contracting requirements and processes to enable deals as architected

Key outcomes for this role include:
  • Determines effective pricing strategy that enables the hybrid business to gain traction in the market and drive profitable growth in line with the business case outcomes
  • Conducts active market benchmarking in order to quantify the hybrid business's value proposition and enable Deloitte to capture its fair share of that value; adjusts monetization and pricing accordingly to remain market competitive
  • Helps navigate the complexities of architecting, structuring, and selling a hybrid business deal
  • Travel expectation 10-20%

Preferred Qualifications
  • 10+ years of relevant, progressively advancing experience in innovation strategy, monetization and pricing strategy, venture capital, private equity, or strategy consulting
  • Bachelor's degree in Business, Finance, Marketing, Economics, or a related field; Masters' degree preferred (MBA)
  • Experience in developing and executing commercialization / go-to-market strategies and programs in the technology industry while addressing business issues that target C-suite, executive and board-level audiences
  • Ability to solve problems and navigate the complexities of selling a hybrid business deal in which priorities are frequently shifting,
  • Experience advising senior executives on monetization and pricing strategy
  • Experience collecting or managing teams to collect voice of the customer (interviews, surveys) to inform business model, monetization, pricing, and go-to-market strategy
  • Excellent executive presence with a proven ability to successfully partner with internal senior stakeholders from various parts of the organization (e.g., account leaders, asset leadership, Alliances, etc.), with varying degrees of technical aptitude, and drive successful outcomes cross-functionally
  • Ability to absorb and recollect a large amount of detail while displaying outstanding verbal communications skills in order convey complex business issues and/or industry trends in a clear, concise, and impactful style
  • Proactive business judgment skills
  • Strong organizational skills and detail orientation, including project management experience, and an ability to execute with urgency and proactiveness in "startup time

  • Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future

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