Responsibilities

• Collaborates with various sellers and business stakeholders in order to achieve revenue targets. Leverages critical resources (e.g., business desk, sales support, partners, finance) to drive business outcomes. Orchestrates high levels of strategic conversations internally or externally. Proactively engages with others to align commercial strategy to customer needs. Serves as trusted business partner and advisor to partners to ensure that solutions are aligned to customer commercial strategic needs. Acts as a trusted advisor to determine how commercial licensing and contracting should be changed to best meet customer needs. Drives accountability in resolving cross-functional issues to successful conclusion. Engages in feedback loop to corporate to improve/simplify contractual commercial to meet business needs or market opportunities. Contribute to overall success by driving strong team collaboration, cross segment and cross group collaboration. Contributes to teams by sharing knowledge, supporting the onboarding of others in the same role and proactively seeking help.
• Leverages knowledge of customer business needs and desired outcomes to achieve revenue goals using ethical selling methods. Contributes to developing pricing scenarios and proposals. Develops industry knowledge and conducts competitive analysis to contribute to crafting commercial solutions. Acts as a trusted advisor both internally and with customers in the sales process. Ensures appropriate monetization of commercial solutions. Contributes to early engagement, planning and ideation process. Contributes to account territory planning appropriately. Crafts close plan strategies. Aligns language of renewal or negotiation to customer’s understanding.
• Leads internal sales and management teams through sales process optimizing for the right level of investment and customization. Accomplishes tasks across stakeholders with appropriate breadth and depth. Crafts deals that will process, including any standard or custom amendments and documentation. Leverages internal resources to assist with customer queries regarding contract terms. Finalizes legal amendments reflecting operational and other requirements. Granted in specific customer situations. Handles objections and may negotiate contractual amendments within empowerment. Contributes to the development of deal strategies to present offers to clients. Engages with stakeholders to ensure that efforts are executed effectively and that milestones are being reached. Ensures that the appropriate value has been sold and that the deployment plan has been considered. Leverages understanding of sales science (e.g., pipeline metrics, closed rates, competitive selling) to establish a strategic sales execution cadence. Analyzes multiple data inputs quickly and develops strategic decision making to ensure the best sales and revenue production and velocity through management team where appropriate. Develops an outlook on upcoming business opportunities for their territory.
• Proactively identifies business opportunities which vary based on deal lifecycle and artificial intelligence (AI) (e.g.,cross-sell/upsell, expanding footprint, transformational). Uses knowledge of both customer and Microsoft commercial strategies to seize new opportunities that grow the Microsoft annuity footprint. Proactively consults account team unit (ATU) to maximize pipeline conversion. Prioritizes execution appropriately. Leverages knowledge to secure upsells for proven value. Works with account teams to identify growth opportunities and solutions. Creates and utilizes multiple equivalent offers (MEOs) that further internal alignment and maximize desired outcomes. Oversees offers. Demonstrates knowledge of monetization of products and solutions. Understands limitations on deal making (e.g., understands when it is appropriate and not appropriate to follow through with a deal). Develops customer-centric offers by engaging with and aligning account teams around the deal(s) that they are casting. Works alongside account team members to determine how opportunities in the account plan may be most effectively monetized. Builds the best contract structure to enable capitalization on opportunities.
• Leverages knowledge of best practices and strategies to accomplish goals. Understands product strategy per solution area. Analyzes competitive positioning and use cases. Possesses and utilizes knowledge of industry, competition, and Microsoft offering to accomplish goals. Provides feedback to align pricing and offers commercial strategies to meet customer needs. Provides alternatives and recommendations internally and externally. Demonstrates agility in aligning business strategies within region. Actively pursues learning opportunities and reinforces understanding of local subsidiary strategy.
• Helps other team members understand Microsoft/customer business strategies and why they are important for accomplishing goals. Creates clarity in their work and encourages others to do the same. Ensures that their peers follow through on plans.
• Ensures that customer/partner support/account teams deliver value during lifecycle management planning and that they are aligned with teams on customer/partner priorities, strategies, and budget to better structure deals that drive annuity and cloud growth. Initiates and develops challenger relationships with customers/partner to understand their priorities and strategies, and structures deals that drive value and contribute to Microsoft growth through attainment of revenue-based, share-based and/or consumption-based quota. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Balances customer/partner and Microsoft needs; when crafting value-based solutions. Represents customer and partner requirements in proposals. Translates requirements into proposals. Identifies issues and potential recommendations for internal stakeholders to help solve customer/partner issues. Leverages knowledge about customer/partner priorities and industry challenges to solve problems. Simplifies commercial strategies for customers and partners. Orchestrates the right resources to solve partner issues in deals.

• Creates and manages commercial plan/contributes to account plan for strategic accounts by mapping out how to maximize qualified medium in size/scope or complex commercial opportunity for the account. Analyzes customer commercial opportunity history, inclusive of discounts, concessions, and consumptions for territory. Anticipates upcoming renewals as appropriate.
• Ensures adherence to commercial solutions policy for commercial deal execution, inclusive of regulatory laws and principles in local markets, company policies, and guidance for consistent deal making. Coaches sales team to ensure compliance. Maintains and ensures others’ sales and negotiation strategies adhere to established guidelines, policies and legal standards. Works with high-risk deal desk (HRDD) where applicable, audit teams. Leverages relevant tools including business conduct and integrity, appropriately and confidentially. Actively and promptly raises compliance issues as needed directly to the appropriate compliance organization. Supports less experienced team members in addressing compliance investigations. Pre-empt and advise on potential non-compliance issues and redirect appropriately. Trusted advisor on compliance (e.g., General Data Protection Regulation [GDPR]). Takes active interest in corporate governance and compliance, stays up to date on compliance issues and shares knowledge with others. Drives a culture of compliance through the sales deal execution related parts of Microsoft policy (e.g., anti-corruption policy). Ensures that win/win-compliant deal making occurs while commercial solutions.
• Analyzes deals for risks related to contract growth, partner channel risk, profitability (supported by Business Desk as needed), legal issues, and contracting. Assesses and escalates risk as needed. Coaches others on assessment and escalation of risk as needed. Leverages both corporate and local resources. Keeps up to date with current tools. Judges when to take risks (e.g., market making deal).
• Defines and negotiates complex commercial terms in collaboration with the account team and licensing executive (LE). Understands stakeholders (priority). Develops a formal negotiation strategy and identifies important factors for successfully negotiating (e.g., anticipates potential vulnerabilities, understands customer measurement of value in order to craft solutions to meet those needs defines walk-away positions). Defines rhythm of negotiation team planning and reporting to stakeholders. Establishes the strategy for the negotiation approach by engaging with senior stakeholders internally and externally. Drives accountability and the negotiation outcome.

Qualifications

• Seasoned sales and negotiation professional, unafraid of conflict.
• Positive attitude and a passion for working with customers and partners.
• Comfortable speaking at all organizational levels, from the CxO to the procurement / purchasing teams.
• Able to make the best choices for the customer based on their commercial strategic needs.
• Strategic, long-term thinker able to analyze data to identify trends, risks and opportunities.
• Team player and collaborative – high performing individualists will not be successful.
• In-depth and strategic understanding of Microsoft licensing programs and contracting will be essential but not required at hiring.

• Master’s degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 4+ years of sales and negotiation experience or related workOR
• Bachelor’s degree in Business Management, Information Technology, Law, Marketing (or equivalent) or related field AND 5+ years of sales and negotiation experience or related work or internship experienceOR
• 7+ years of sales and negotiation experienceOR
• equivalent experience.

Skill required: Artificial Intelligence InnovationData Science

Designation: Senior Analyst

Job Location: Bengaluru

Qualifications: Master of Business Administration

Years of Experience: 5-8 years

About Accenture Operations

In today’s business environment, growth isn’t just about building value-it’s fundamental to long-term business survival. So how do organizations sustain themselves? The key is a new operating model-one that’s anchored around the customer and propelled by intelligence to deliver exceptional experiences across the enterprise at speed and at scale. You will deliver breakthrough business outcomes for clients-by harnessing talent, data and intelligence to revolutionize their operating models. Operations is one of four services that make up one Accenture -the others are Strategy and Consulting, Interactive and Technology. Visit us at www.accenture.com

What would you do?

You will be aligned with our Insights & Intelligence vertical and help us generate insights by leveraging the latest Artificial Intelligence (AI) and Analytics techniques to deliver value to our clients. You will also help us apply your expertise in building world-class solutions, conquering business problems, addressing technical challenges using AI Platforms and technologies. You will be required to utilize the existing frameworks, standards, patterns to create architectural foundation and services necessary for AI applications that scale from multi-user to enterprise-class and demonstrate yourself as an expert by actively blogging, publishing research papers, and creating awareness in this emerging area.

The Artificial Intelligence Innovation team is responsible for the creation, deployment, and managing the operation of projects. They help build responsible AI solutions that benefit users, communities, and society at large, guided by core principles that help deliver desired outcomes while engendering trust. The team collaborates with business experts, research, and platform engineers for coming up with creative solutions.

You will be working on Data Science which is an interdisciplinary field about scientific methods, processes and systems to extract knowledge or insights from data in various forms, either structured or unstructured.

What are we looking for?

We are looking for individuals who have the following skillset:

• Machine Learning
• Natural Language Processing (NLP)
• Python Programming Language
• Ability to perform under pressure
• Ability to establish strong client relationship
• Ability to handle disputes
• Ability to manage multiple stakeholders
• Ability to meet deadlines

Roles and Responsibilities

• In this role, you need to analyze and solve increasingly complex problems
• Your day to day interactions is with peers within Accenture
• You are likely to have some interaction with clients and/or Accenture management
• You will be given minimal instruction on daily work/tasks and a moderate level of instructions on new assignments
• You will need to consistently seek and provide meaningful and actionable feedback in all interactions
• You will be expected to be constantly on the lookout for ways to enhance value for your respective stakeholders/clients
• Decisions that are made by you will impact your work and may impact the work of others
• You would be an individual contributor and/or oversee a small work effort and/or team.

Please note this role may require you to work in rotational shifts.

Are you our “TYPE”?

Brands constantly seek to achieve deeper appeal and connection with their target audience and customers. They express themselves in unique ways, in ways that are meaningful, attractive and compelling to their audience. Fonts play a key role in this and are central to every brand’s visual identity and expression.

Named “One of the Most Innovative Companies in Design” by Fast Company, Monotype brings brands to life through type and technology that consumers engage with every day. The company’s rich legacy includes a library that can be traced back hundreds of years, featuring famed typefaces like Helvetica, Futura, Times New Roman and more. Monotype also provides a first-of-its-kind service that makes fonts more accessible for creative professionals to discover, license, and use in our increasingly digital world. We work with the biggest global brands, and with individual creatives, offering a wide set of solutions that make it easier for them to do what they do best: design beautiful brand experiences. Want to learn more about who we are and how you can become part of our team? Visit us at www.monotype.com.

Monotype Solutions India is a strategic center of excellence for Monotype and is a certified Great Place to Work®. It is based in NOIDA, Sector 125 (Delhi/NCR). The focus of this fast-growing center spans Market Research, Research in areas of Artificial Intelligence and Machine learning, Product Management, Product Development, Product Marketing, Revenue Marketing, Customer Success and Enterprise Business Solutions.

What you’ll be doing:

• Review and analyse system specifications.

• Collaborate with QA engineers to develop effective strategies and test plans.

• Create and execute test cases and analyse results.

• Evaluate product code according to specifications.

• Create logs to document testing phases and defects.

• Report bugs and errors to development teams.

• Help troubleshoot issues.

• Conduct post-release/ post-implementation testing.

• Work with cross-functional teams to ensure quality throughout the software development

• lifecycle problems.

What we’re looking for:

• Undergraduate degree in computer science, electrical engineering or any other technical field

• Comfortable working in a dynamic, fast paced, changing environment

• Strong customer focus, excellent problem solving, and analytical skills

• Excellent interpersonal, communication and organizational skills

• Strong analytical and problem solving skills

Monotype is an Equal Opportunities Employer. Applicants will receive consideration for employment without regard to race, colour, religion, sex, national origin, sexual orientation, gender identity, or disability.

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