Job description

Advisory Negotiations Director

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Job Category:   Business Development/Sales/Marketing
Line of Service:   IFS
State & City:   AZ-Phoenix|CA-Los Angeles|CA-Sacramento|CA-San Diego|CA-San Francisco|CA-San Jose|CO-Denver|NV-Las Vegas|OR-Portland|TX-Dallas|TX-Houston|WA-Seattle
Travel Requirements:   0-20%
Position Type:   Director
Req ID:   93390BR
PwC/LOS Overview
PwC is a network of firms committed to delivering quality in assurance, tax and advisory services.

We help resolve complex issues for our clients and identify opportunities. Learn more about us at www.pwc.com/us.

At PwC, we develop leaders at all levels. The distinctive leadership framework we call the PwC Professional (http://pwc.to/pwcpro) provides our people with a road map to grow their skills and build their careers. Our approach to ongoing development shapes employees into leaders, no matter the role or job title.

Are you ready to build a career in a rapidly changing world? Developing as a PwC Professional means that you will be ready
- to create and capture opportunities to advance your career and fulfill your potential. To learn more, visit us at www.pwc.com/careers.

It takes talented people to support the US firm of the largest professional services organization in the world. Not all of us work directly with external clients. Some of our best people choose to apply their talents inside PwC.

As part of Internal Firm Services, you're serving an organization on par with many of our external clients. Our Internal Firm Services team consists of first-rate marketers, human resource professionals, computer technologists, knowledge managers, accountants, financial planners, administrators and leaders. Internal Firm Services staff are the people who make it work for the people who make it work for our clients.

Job Description
PwC's Marketing and Sales function is a client-focused, high-performing team, which is strategically aligned to the Firm's priorities and passionately focused on positioning a distinctive PwC brand in the marketplace and driving long-term revenue growth for the Firm.

The Pursuit Center of Excellence (CoE) is focused on improving the quality and efficiency of current pursuit and sourcing processes for Advisory's largest and strategic opportunities. The Pursuit CoE provides pursuit teams with resources to manage and write large-scale proposals, as well as effectively price opportunities to provide the best value to clients while maximizing the profitability of the Firm and remaining competitive in the marketplace.

The Negotiations function focuses in on the negotiations and pricing strategies for large Advisory deals, working in conjunction with the appropriate relationship and/or engagement Partner and various internal stakeholders (e.g. Finance, Office of General Counsel, Risk & Quality). It influences the ongoing negotiations with the client, with the objective of fostering the best possible business outcome (including longer term account objectives) from a profitability perspective for the firm. Its major priority is helping the Advisory practice bring in new work on commercially reasonable elements of the contract (deal structure, engagement margin, fees, etc.), as well as assisting with the resolution of material disputes where PwC is at risk of a write-down, settlement or other material concessions.

Additionally, this function is responsible for delivering materials on lessons learned and leading practices; helping develop do-it-yourself tools, and drive advances in negotiation strategies, deal structures, and pricing strategies. Finally, this function will work with Advisory’s Pursuit Center of Excellence (PCOE) in leveraging the output listed above for a broader audience and negotiating on behalf of the firm.

Position/Program Requirements
Minimum Year(s) of Experience: 8


Minimum Degree Required: High School Diploma or GED


Degree Preferred: Bachelor's degree


Knowledge Preferred:

Demonstrates thought leader-level knowledge with, and/or a proven record of success, directing efforts in the following areas:

- Utilizing and applying procurement trends and tactics in the commercial marketplace;

- Utilizing and applying cost and pricing methodologies in the professional services industry, US sourcing and contracting standards,

as well as customary contract terms;

- Leveraging policies and rules and understand related functions (e.g., contracting principles and standards) in order to develop proposals; and

- Establishing and delivering national thought leadership, including leading practices, lessons learned, tool, etc., bringing previous professional experiences to drive negotiation expertise within a business unit.


Skills Preferred:

Demonstrates thought-leader level abilities with, and/or a proven record of success, directing efforts in the following areas:

- Managing large/complex contract negotiations with the C-suite of Fortune 1000 companies and extensive experience developing creative

deal structures that will integrate with the Firm’s existing financial and risk priorities;

- Structuring contracts and provisions, including strong analytical, review and drafting skills, that reflect bilateral performance commitments (client and service provider) tied to life cycle methodologies, milestones, product based delivery, and service based delivery;

- Negotiating projects involving technology and consulting solutions with complexities such as: multi-year, multi-currency, cross territory, outsourcing service level agreements (SLAs), complex breach and termination clauses (for convenience and for cause), multi-phase, etc.;

- Establishing sustainable models to understand promised vs. delivered economics on live projects;

- Utilizing and applying experienced negotiation skills that have been leveraged in large corporate environments with vast experience in proven negotiation strategies and techniques;

- Developing strong relationships and teaming with all levels of leadership and staff, influencing as required to accomplish objectives; and

- Developing new processes to drive the management of pricing strategies and considerations when negotiating complex deal structures.



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