- Designation: Senior Manager – Pricing
- Role: Head of pricing
- Location: Bengaluru
- Years of experience: 12- 15 years
- Education: MBA/ CA or postgraduate qualification in Finance, Economics, Business, or Strategy
About the Rol
eWe are looking for a commercially astute and analytically strong Senior Manager – Pricing to lead pricing strategy across our IT services portfolio. This role is central to how we price, position, and win — spanning application services, infrastructure management, digital transformation, BPO, and managed services. You will work closely with Sales, Delivery, and Finance leaders to sharpen our competitive edge and improve deal profitability in a complex, multi-geography services environment
.Key Responsibilitie
sServices Pricing Strateg
- yOwn end-to-end pricing strategy across service lines — application development & maintenance (ADM), infrastructure & cloud services, digital & data services, testing, and BPO/KP
- ODesign and maintain rate card frameworks, blended rate models, and effort-based pricing structures across onsite, offshore, and hybrid delivery model
- sDevelop outcome-based and fixed-price engagement models as alternatives to traditional T&M pricin
- gDefine pricing strategy for new service offerings, capability expansions, and geographic market entrie
sDeal Pricing & Bid Suppor
- tPartner with the Pre-Sales and Solutions team on large, complex RFP/RFQ responses — structuring competitive and profitable bid
- sLead pricing reviews for strategic deals, and multi-tower outsourcing engagement
- sProvide deal-level guidance on discount thresholds, margin floors, and competitive positionin
- gDevelop win pricing strategies based on competitive intelligence, should-cost modelling, and client budget signal
sRevenue & Margin Managemen
- tIdentify and address margin leakage across contracts, rate erosion, and scope creep pattern
- sDrive price realization through structured rate increase programs and contract renegotiation suppor
- tAnalyze portfolio profitability by account, service line, and geography — recommend corrective action
sAnalytics & Market Intelligenc
- eBuild and maintain pricing dashboards tracking key metrics: realized rates, deal win/loss, margin by service line, discount depth, and benchmark positionin
- gConduct regular competitive benchmarking against Tier 1 and Tier 2 IT services firm
- sPartner with Finance and Delivery on cost modelling to ensure pricing reflects true delivery economic
sGovernance & Pricing Operation
- sDesign and enforce the deal approval framework — discount authorization levels, margin exception approvals, and escalation protocol
- sMaintain pricing tools, rate card repositories, and deal playbook
- sAutomate and standardize pricing processes through digital transformatio
- nGovern CPQ or equivalent pricing tooling in collaboration with IT and Sales Operation
sLeadership & Stakeholder Engagemen
- tInfluence and align senior stakeholders across Sales, Delivery, Finance, and Executive leadershi
- pBuild and mentor a team of pricing analyst
- sServe as the internal pricing centre of excellence — driving capability, consistency, and best practice
s
Qualificatio
nsRequir
- ed12 – 15 years of experience in pricing, commercial finance, or bid management — with at least 6–8 years in an IT services or technology outsourcing fi
- rmDeep understanding of IT services delivery models: T&M, fixed-price, outcome-based, managed services, and multi-tower outsourci
- ngStrong grasp of offshore/onsite delivery economics, pyramid structures, and resource cost modelli
- ngAdvanced proficiency in Excel/Google Sheets; working knowledge of SQL or BI tools (Power BI, Tablea
- u)Proven track record of supporting large, complex bids and deals in competitive RFP environmen
- tsStrong influencing and communication skills with senior internal and client-facing stakeholde
rsPreferr
- edExperience with global IT services firms (Tier 1 / Tier 2) or large captive GCC environmen
- tsExposure to pricing tools and CPQ platfor
- msMBA/ CA or postgraduate qualification in Finance, Economics, Business, or Strate
- gyUnderstanding of ISG/Everest Group rate data, or equivalent market intelligence sourc
es
