Manager - Pricing - IT

Brief Overview :

The role will involve leading the Global Pricing Function for IT Company. This will involve creation of business model and innovative commercial structures to address the opportunities across various offerings and GTM strategies. The person will work closely with internal stakeholders (including HR, operations, technology, pre-sales, commercial functions, etc.), regional and global product / sales teams and existing and potential customers. This may involve, on a case to case basis, direct interactions with external stakeholders including but not limited to existing / potential customers, for commercial or contract negotiations.

Qualifications / Requirements :

- Around 10 - 15 years of experience, ideally in IT Industry. Lesser experience will be considered, if from a relevant background.

- Proven record of structuring commercial proposals and business propositions for the organization across the Globe.

- Strategic thinking and teamwork, interpersonal & financial modelling skills. Ability to intuitively understand numbers and come up with suitable commercial propositions.

- Ability to work across multiple teams and manage timelines while working with multiple disciplines and organization groups.

- Ability to work within a complex and often ambiguous environment, and to influence top management and relevant stakeholders with data / analysis.

- MBA or CA Degree preferred.

- Executive Presence, strong written and oral communication, including large-group presentations.

- Take complete ownership of the responsibilities given and should be driven to ensure closure of all deliverables in a timely manner.

Responsibilities :

- Designing, Developing and maintain the Pricing Function.

- Review, give feedback and approve P&L models prepared by Sales/Delivery teams as an ongoing process before approving the Proposals, SOWs, and Vendor Agreements from a commercial Perspective

- Develop deal cost models and evaluate different scenarios (pricing, cost drivers, solutions, terms, and so forth) for new/renewals business being pursued and assess the financial and commercial viability.

- Build Internal approval processes for Commercials and Contracts with CFO and ensure the same is conveyed to the Leadership and respective Stakeholders. Ensure appropriate approvals are taken by self and the team for exceptions.

- Support Bid Management Team in responding to RFIs/RFPS, Commercial contract schedules

- Support Sales lead in negotiations and determining financial implications of contract terms. Assist in coordinating with Legal and other functions to ensure appropriate cover in the contract schedules.

- Study and recommend existing commercial engagements with customers and recommend new commercial structures for contract renewal/ extensions.

- Work with top management in creating presentation documents to be delivered to board members and/or customers.

- Process Adherence. Maintain complete confidentiality with regards to deals/ transactions/ commercial proposals and to be disclosed to individuals on a need-to-know basis.

- Keep track of the market trends and remain abreast, both on technical and commercial front, with current developments.