Job Summary:
The CSA is a key member of the Large Deal pre-sales team at Mphasis, responsible for shaping and winning large, competitive deals across ITO and BPO services. The role combines deep solutioning expertise with commercial acumen to build differentiated, market-aligned, and profitable deals.
The CSA drives end-to-end competitive solutioning, including benchmarking, pricing strategy, and business case development, ensuring alignment with Mphasis delivery capabilities and strategic positioning.
Key Responsibilities:
- Lead competitive solutioning and pricing for large TCV deals across ITO and BPO towers
- Build integrated effort estimates, staffing models, and commercial constructs using market benchmarks
- Develop client-facing business cases aligned to transformation (IT + business operations, automation, AI, digital)
- Partner with Sales, Finance, Solution Architects, BPO SMEs, and HR to shape winnable and profitable deals
- Apply strategic pricing and competitive insights to improve win rates
- Drive deal innovation through automation, offshoring, and process optimization levers
- Capture client feedback and continuously refine solutioning best practices and tools
Required Qualifications
- 15+ years in IT Services/BPO pre-sales (solutioning, pricing, deal shaping)
- 10+ years shaping large, complex multi-tower deals (ITO + BPO)
- Proven track record of winning competitive large deals
- Strong knowledge of IT and BPO competitive landscape and pricing models
- Expertise in commercial modeling, benchmarking, and Excel-based tools
- Executive-level communication and strong analytical/problem-solving skills
