Xerox Pricing Business Case Analyst in Guatemala, Guatemala
Support the growth objectives ofourDocument Outsourcing portfolio of offerings through the creation of Services Business Cases. TheBusinessCaseis a monthly Profit and Loss forecasting model thatacts as pricing tool as well as the sourceofrecord for revenue, cost, and gross profit expectations for each services contract/SOW. The model is an Excel template with macros and a standard structure that accepts standard inputs from other pricing tools (e.g. ValueQuix, TCO Model) and free-form inputs that the Business Case Analyst must enter in a consistent format to ensure accuracy of outputs. These inputs are provided by Sales, by other Pricing resources (PCCs, MACMs), and from specialists in implementation/startup and other solution elements. The Business Case is used for two primary purposes, (1) seeking Deal Review approval to present the proposed solution and pricing to the client, and (2) establishing the pro-forma P&L that the contract/SOW will be measured against once delivery of Services begins. Therefore,aBusiness Case Analyst is integral tonearly all Services pursuits including new business opportunities, renewals, expansions, and project changes/amendments.
Interact with Finance, Pricing, Sales, and Delivery personnel,including managementthrough all phases of the sales cycle. Supports multiple deal teams concurrently, managing priorities to meet required deadlines. Individual contributor role but must actively engage inter-organizational resources (HQ Pricing, Accounting, OGC,Delivery, etc.) as necessary toobtain inputs to accurately model the proposed solution and identify opportunities to maximize profit potential. These opportunities may include lower-cost alternatives to proposed solution elements, acceleration of revenue and deferral of costs to improve initial profitability (e.g. Year 1), and alternative billing methodologies that may better align revenues and costs over the term of the contract. Total Contract Life Revenue value of deals being modeled ranges from $200K to $20M and occasionally higher, with the TCL being a key output of the Business Case once it has been populated with the relevant solution elements and associated prices. Larger deals follow the same process but face increased scrutiny from Deal Review approvers and senior management.
Coordinate the collection of solution elements and associatedprice andcostdataby participating in a cross functional services deal team.
Prepare a Business Case workbook or Solution Configuration Cost Tool (SCCT) template for each scenario that the Sales team is considering for proposal to the client. Support all relevant phases of the sales cycle, from initial RFQ/RFP response through Best and Final Offer, to final Contract submission and signature.
Review Business Case with deal team and management on Finance Review calls and BMPP tollgates, providing an overview of the solution as captured in the Business Case and explaining key input assumptions that have a material impact on financial outputs.
Provide counsel to services deal team on various deal constructs and pricing/billing structures to meet customer requirements while managing Xerox risk.
Ensure that financial outputs reflect proper Accounting treatment based on offering/contract type and solution attributes.
Develop costs and prices for Non-Xerox (NX) service and supplies.
Support other BCAs with vacation backup and overflow management as requested by PCMs. Share best practices via BCA Community of Practice calls to enhance capabilities of entire peer group. Identify training opportunities and areas of inconsistency to pricing management to address.
Quantitative/Analytical course of study preferred
Candidate Background: Skills, Knowledge andAbilities:
Background: Skills, Knowledge and Abilities
Strong business acumenand understanding of profit and loss
Strong analytical skills and experience with complex MS Excel workbooks
Comfortable interfacing with internal Xerox decision makers
Strong projectmanagement skills (ability to achieve goals through and deliver high satisfaction for individuals that do not report to you)
Ability to deal with multiple activities simultaneously, and meet challenging deadlines
Experience with Xeroxfinancialmodels andtools
Experiencewith Xeroxpricing and contracting processes
Title: Pricing Business Case Analyst
Location: Guatemala-Guatemala-Guatemala City
Requisition ID: 17003881