Pricing Manager

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