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State Street Global Head of Deal Pricing and Profitability - Managing Director in Boston, Massachusetts

The successful candidate will serve as the strategic lead for pricing and profitability of deals throughout the front-to-back servicing spectrum, for clients and prospective clients across the firm. The role includes responsibility for advising the firm’s Executive Deal Review Committee (including the firm’s COO and CFO) on pricing strategies and sales incentive techniques, leveraging market rates / scenarios analytics, firm unit costing techniques, employing game theory concepts, and IB/M&A/PE perspectives on service outsourcing and “lift-outs” of operations functions, in order to deliver on our Front-to-Back revenue strategy. This is a very high visibility role, with direct and regular influence in decision-making by multiple MC members relating to the firm’s core revenue business and the pricing of deals, along with responsibility for providing insights into core financial factors impacting the profitability of our top clients. This is also a significant leadership role, with responsibility for distinct pricing regimes and pricing team members across the Americas, EMEA, and APAC, with support staff in hub locations currently focused in India. The role will include responsibility for an immediate assessment of all pricing models bank-wide, which is expected to prompt extensive process-reengineering consistent with complex accounting and financial data paradigms.

Leadership / Management

  • Leads strategy, governance, process engineering, and execution of pricing strategies, with a focus on the firm’s largest, most complex deals, while ensuring the profitability and optimization of revenue for smaller deals, including deals at and below $1million in annual revenue.

Pricing & Profitability Analytics

  • Through a global team, empowered by existing and improved future pricing models, and collaborating with Global Sales Leads, business leads, and Finance leads in FP&A, Treasury, Billing, and Corporate Strategy, provide in-depth pricing analytics with a primary focus on the firm’s largest, most strategic deals, including analysis of:
  • Pro forma analysis, using detailed assumptions applying client metrics, business intelligence and benchmarks)
  • Multifaceted fee revenue structures
  • Complex deal structures (e.g. fee bundling, discounts, tiered fees, lift-outs of people, up-front buy-outs, multi-jurisdictions, global client relationships, complex fund structures and product mixes)
  • Extensive analysis of unit costs for the current client base to use as a basis for new business planning
  • Cross-sell / client share of wallet / product penetration dynamics
  • Benchmark against existing clients and previous bids to add value to the pricing process for each new opportunity
  • Deal scenario and sensitivities to market rates, fee structures, product bundles and cost structures
  • Post-mortem analytics of client performance relative to pro forma
    • Skills / Certifications
  • Experience collaborating with C-suite leadership in strategic/financial decision-making
  • Experience implementing firm-wide change management initiatives
  • Prior industry experience supporting the process to price/tender for new business or similar would be highly desirable
  • Ability to work cross-functionally with client-facing senior front-office leadership and client relationship managers, key Finance functions and global Ops/IT teams
  • In-depth knowledge of complex financial products and businesses
  • Proven Management experience
  • Targeting consulting, investment banking, private equity, M&A, pricing or other experience with in-depth data analytics, data process engineering, pro-forma financial modelling, and/or client deal experience
  • Excellent understanding of key financial statements, specifically of a bank
  • In-depth knowledge of complex financial products and businesses
  • Exceptional Excel / PowerPoint and written / verbal skills
  • Strong quantitative, technical and analytical skills

  • Posted 30+ Days Ago

  • Full time
  • R-627998
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