Role Expectations:

Develop Pricing/Commercial Proposals of deals (including RFPs) 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

Pricing Manager