TechMahindra - Manager/Lead Manager - Commercial Commando

- Develops complete understanding of the opportunity

- Researches primary and secondary sources of data on customer spend w.r.t scope

- Consults sales for their intelligence on the account

- Gathers information shared in the bid document

- Researches customer financials and their spend

- Develops base-case data for PMO (Present mode of operations) of the customer

- Participate in opportunity qualification discussions

- Identifies targeted savings to be provided to the customer during Future Mode of Operations (FMO)

- Gathers inputs from sales on savings expected by the customer

- Gathers data on savings / productivity benefits that TechM provided to customers in the past

- Collects industry benchmark savings data for similar deals (if possible) through TPAs and other sources

- Shares high-level guidance to solutioning and delivery teams on structuring of the solution vis-- -vis savings expected by customer

- Deliberate with solution, sales and delivery teams on the ideal savings and productivity that can be achieved

- Collaborate with finance and delivery teams for:

- Designing variable pricing components (where applicable)

- Impact analysis of SLAs and Penalties

- Design volume discounts, where applicable

- Identify the levers impacting the pricing and savings proposed

- Present the approach for sr. management commercial review discussions

- Modify approach post review suggestions.

- Final commercial packaging

- Active participation during negotiations and price revision phases

- Proficient in the MS Excel and understands how to fill customer supplied pricing templates