29 days old

Deal Architect 1 - 6006977708282019

Barcelona, Catalunya 08007
  • Job Code
    6006977708282019
  • Jobs Rated
    185th

Deal Support Organization (DSO)

Job Description: Deal Architect (DA)

Basic Function :

To drive sales performance by facilitating the deal creation process -- from configuring the deal, to preparing the pricing, to calculating estimated costs and margins, to ultimately making the decision to accept or reject a deal, to overseeing the creation and hand-off of the contracting documents, to submitting the deal to Order Entry to get the deal roll called. The DA will be the single point of contact for a sales rep to get a deal completed. The DA will partner with the DSO contracting associates and Legal, who are responsible for contract presentation, negotiation and execution process. Provides support to the DSO-supported Sales organizations through expertise of ADP products and services.

Typical travel requirement: 0%-20%.

Essential Responsibilities :

  • Partners with assigned regional/territory Sales force to assist with getting deals pushed through the system as quickly as possible in order to help them meet assigned quotas.
  • Develops relationships with assigned Sales team. Establish themselves as a key member of that team while ensuring key finance controls are maintained. Must build a relationship based on trust, credibility and respect so that when decisions are made against taking a deal that the decision is respected.
  • Performs pricing and margin analysis to understand discount levels and profitability. Makes decisions on whether deals should be accepted by ADP and roll called.
  • Provide reporting to understand what deals are in the pipeline for their Sales teams and what the status of each item is. Should be able to provide a reasonable forecast at least 30-60 days out based on that data.
  • Must track their deals as they progress through the process and follow up to pull those deals through agreed SLA guidelines. Focus is to improve speed of overall deal turnaround cycle times: from proposal to roll call.
  • Must be capable of facilitating all current and future DSO-supported products for assigned business unit (BU). Knowledge must be developed on all products to properly assess a multi-service deal. DA coordinates/drives final deal construction with cross-BU finance team decision-makers.
  • Assist in coordinating the required internal ADP resources as needed. Reduce the amount of time spent by ADP Sales personnel in the deal process.
  • Ensure proper notification and required analyses are provided to ADP Commercial Leasing team when client opts to defer implementation fees; ensure contract documents reflect appropriate deferral terms.
  • Assist Sales in navigating new products and feature enhancements in pricing tools.

Non-essential Responsibilities :

  • Provide feedback around pricing tool enhancement opportunities; assist in testing of pricing tool enhancements.
  • Performs other related duties as assigned.

Qualifications :

Experience :

  • 3-5 years of related professional experience (i.e. product practitioner, system implementation, sales representative, IT representative, business consultant, application support/client service representative or ADP Finance or pricing role).

Skills :

  • General working knowledge of DSO-supported products for assigned BU products.
  • Good business communication, listening, probing, analysis and presentation skills.
  • Ability to work and effectively team on multi-service opportunities.
  • Excellent business communication, listening, probing, analysis and presentation skills.
  • Technical aptitude to support Microsoft Office suite and other DA tools.

Functional Responsibility:

  • Further develops ADP product knowledge and consulting skills.
  • Has competitive knowledge.

Decision-making/Judgement :

  • Receives general instructions on routine work, detailed instructions on solution development and presentation.
  • Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
  • Is an active member of the Sales team and uses previous experience to enhance the sales process.
  • Can manage/prioritize workload and commitments.

Accountability :

  • Works on projects of moderate to high complexity and criticality to ADP.
  • Works with general direction from more experienced DAs, DA Leader or DSO Leader throughout sales process.
  • Can serve as an important team member on group-wide projects and initiatives.

Team Building :

  • Begin to develop relationships with Sales team and other internal business partners.
  • Begins to actively participate in area sales meetings.
  • Maintains a consistent positive attitude.
  • Focused on region and area sales goals and what is necessary to achieve/exceed those goals.
  • Communicates actively and escalates issues to the DA Leader and DSO Leader through regular communication.
  • Actively involved with the Sales team throughout the qualification/sales process, offering input and ideas as
  • Handles conflict effectively and escalates appropriately.
  • Demonstrates creativity and tact in their resolutions for pricing efforts.
  • Coordinates with DSO Contracting Team as needed in negotiations.

Education :

  • BS degree or equivalent in education and experience.

Competencies :

  • Collaboration; Service Orientation; Responsibility; Relationship Building; Professionalism; Communication; Analysis; Presentation; Professional/Technical Knowledge; Follow-Through.

Contacts (Internal/External) :

  • Sales and Business Consultants, DSO Contracting Team. Legal, Implementation, GMs and other decision-makers, other internal business partners, and occasionally decision-makers outside assigned BU
  • All internal Clients: relationship building, education/consultation, analysis, presentation of ADP solutions and pricing
  • Sales Team: implementation of strategy, pricing, product education/comparison
  • ADP departments outside Sales: research, communication, locating resources, determining pricing, determining solutions.

Career Path :

NAS DAs:

  • DA I -- Focused on learning the DSO tools and processes. To progress to a DA II, must firmly understand all tools/processes and demonstrate strong organizational ability, including pipeline/deal portfolio management. Must be in "proactive" deal management mode and not "reactive" deal management mode. This role would typically but not always be limited in exposure to a subset of NAS products and still requires assistance and support to handle certain products and deal types.

All Other DAs:

  • DA I -- Associate level architect who stills requires assistance and support to handle certain products. Typically newer in the role and is still in the learning process. Still working on developing relationships with the stakeholders they support. An incumbent DA should be ready to handle pricing with the appropriate level of job training and onboarding from the DSO organization. This should be a short period with expectation that an incumbent hire be ready to work deals within a responsible time period of < 60 days.

We're designing a better way to work, so you can achieve what you're working for. Consistently named one of the 'Most Admired Companies' by FORTUNE Magazine, and recognized by DiversityInc as one of the 'Top 50 Companies for Diversity,' ADP works with more than 740,000 organizations across the globe to help their people work smarter, embrace new challenges, and unleash their talent. "Always Designing for People" means we're creating platforms that will transform how great work gets done, so together we can unlock a world of opportunity.

At ADP, we believe that diversity fuels innovation. ADP is committed to equal employment opportunities regardless of race, color, genetic information, creed, religion, sex, sexual orientation, gender identity, lawful alien status, national origin, age, marital status, or protected veteran status. We support an inclusive workplace where associates excel based on personal merit, qualifications, experience, ability, and job performance.

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Jobs Rated Reports for Architect

Posted: 2019-09-23 Expires: 2019-11-21

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Deal Architect 1 - 6006977708282019

ADP
Barcelona, Catalunya 08007

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