Role Expectations:

- Develop Pricing/Commercial Proposals of deals (including RFP's) in domestic/international geographies.

- Develop comprehensive competitive pricing models, cost breakdowns (direct/indirect costs) and margin analysis.

- Validate cost inputs, develop P&L and cashflow for each deal.

- Provide insights into key pricing decisions, negotiation strategies, Revenue forecasting and undertake sensitivity analysis, profitability analysis, cash flow analysis etc., during internal deal reviews.

- Determine cost drivers such as FTEs Cost, location-based cost (onsite, offshore), transition cost and drive cost optimization.

- Review the BID documents, Payment T&Cs, and MSA and highlight the key issues / observations from commercial/financial perspective.

- Prepare pricing approval deck to justify the pricing model and deal dynamics to senior leadership team.

- Participate in commercial discussions with client along with tech and sales teams.

- Collaborate with Presales, Solutioning, Delivery, Sales, Finance, Legal, HR, Vendors, Partners to ensure seamless costing, aligned to deal requirements, timelines, and cost components.

- Provide insights into key pricing decisions, negotiation strategies, Revenue forecasting.

- Lead Customer and Vendor negotiations to derive maximum benefit for the organization in a deal.

- Periodic monitoring of implementation projects against estimated expenses and reporting the variances in a structured manner.

- Stay updated on industry best practices and emerging trends in deal commercial terms.

- Continuously review and refine pricing methodologies to enhance efficiency and accuracy.

- Leverage internal accelerators to streamline the pricing-related processes and dependencies.

- Build/lead teams towards meeting the stated responsibilities with strong leadership skills.

Must Have Skills:

- Strong understanding of FTE-based, Transaction-based, and Outcome-based pricing models.

- Expertise in Financial Analysis, Budgeting, and P&L Management.

- Proficiency in tools such as Excel (Advanced), Power BI, or Other financial modelling tools.

- Excellent communication (Verbal and Written) and stakeholder management skills.

- Attention to details with proven critical thinking skills.

- Ability to work under tight deadlines and manage multiple priorities effectively in a dynamic business environment.

Qualifications:

- Education: Mandatory - MBA Finance from Tier 1 or Tier 2 institutes or CA (Preffered).

Experience:

- Minimum 12-15 years of experience of Pricing multi-tower (Software + Hardware/Cloud/COTS) in IT Products / IT Services / Consulting firms dealing in IT.

- Experience of handling pricing for large IT bids for PSUs, State Govt.

and/ or Central Govt.

Ministries/ Departments.

- Experience of handling pricing for large scale outsourcing deals, transition planning and cost optimization strategies.

- Prior experience in Commercial and Contract negotiations with vendors/partners.