Job Title: Leadership Pricing & Revenue
Experience Required: Minimum 10+ years in IT Services, with at least 5 recent years in Pricing, Deal Commercials, or Revenue Optimization.
Qualification: MBA from a Tier-1 Business School (IIM/ISB/Equivalent) or Chartered Accountant (CA). Exposure to strategy consulting or enterprise commercial management is preferred.
Role Overview:
The Head of Pricing & Revenue will lead the organisation's pricing strategy, commercial governance, and deal economics across service lines. This role is responsible not only for new deal pricing but also for driving price improvement and revenue uplift across existing accounts. The leader will partner closely with Sales, Delivery, Finance, and Legal teams to ensure profitable growth, competitive positioning, and long-term commercial sustainability.
This role requires high commercial acumen, negotiation strength, and periodic travel for customer meetings and strategic deal discussions.
Key Responsibilities:
Pricing Strategy & Governance
- Build and maintain pricing models, benchmarks, and rate cards across all IT service lines, including Cloud, Digital Engineering, Consulting, Managed Services, and Staff Augmentation.
- Develop pricing guardrails, discount frameworks, and deal approval mechanisms aligned with business strategy.
Deal Pricing & Pursuit Support
- Lead pricing reviews and deal structuring for large strategic pursuits.
- Run profitability models including cost structures, margin analysis, scenario-based pricing, and cash impact.
- Support Sales and Bid Teams during RFP responses, bid defenses, and closing negotiations.
Revenue Uplift & Price Increase Management
- Develop a standard price increase strategy across existing accounts based on inflation, market benchmarks, value delivered, and contract terms.
- Lead and participate in customer negotiations for annual escalations, scope-based adjustments, and commercial amendments.
- Design escalation frameworks, communication templates, negotiation playbooks, and commercial justifications for price increases.
- Track realization vs negotiation outcome and implement corrective governance where required.
Financial Modelling & Analytics
- Build and maintain commercial tools such as pricing configurators, profitability calculators, etc.
- Monitor revenue realization, leakage, margin erosion, and pricing exceptions.
Commercial Insights & Benchmarking
- Conduct market analysis including competitor pricing, industry trends, and regional wage inflation.
- Publish insights to guide leadership and business teams on pricing competitiveness.
Reporting & Compliance
- Create executive dashboards to track pricing strategy performance, win ratios, deal profitability, and escalation outcomes.
- Ensure alignment with contract terms, regulatory compliance, and geographic commercial norms.
Required Skills & Competencies:
Technical Skills
- Deep understanding of pricing frameworks in IT services, including fixed-price, T&M, milestone-based, subscription, and outcome-based models.
- Strong financial modelling, commercial structuring, and quantitative analysis skills.
- Proficiency with Excel and financial modelling tools.,
Behavioral Competencies
- Strong negotiation and persuasion skills, including experience handling Procurement and C-suite buyers.
- Ability to influence cross-functional stakeholders without direct authority.
- Strategic thinking with operational execution discipline.
- Comfort working in fast-paced deal cycles.
Travel Requirement:
- Willingness to travel 2040%, including international travel for key pricing discussions and customer negotiations.
Preferred Industry Experience:
- Experience pricing for global delivery models (US/EU/APAC).
- Exposure to enterprise and multi-year managed service pricing preferred.
