Sr. Commercial/ Pricing Architect-IT Managed Services Deal Pricing

Title: Sr. Commercial/ Deal Pricing architect- Managed Services deals (Cloud Solutions Deals/ Cybersecurity Solutions Deals)

Location: Gurgaon

Work format: Full time work from office role.

Experience: 15-25 Years

Education: Qualified CA

Job Profile Summary

The Senior Commercial Architect is an advanced subject matter expert, responsible for taking the commercial lead for client engagements.

This role is responsible for positioning the commercial capabilities of the organization to clients, leading a commercial pursuit team and ensuring that client solutions are commercially optimized, innovative and profitable.

This role ensures the balance of risk and reward is reached through detailed financial analysis, considered risk management and clearly aligned interaction with the legal team.

Key Responsibilities:

• Provides recommendations and reviews the pricing and costing of deals to ensure maximum benefit and minimum risk to the organization and prepares the commercial parts of sales proposals for submission to clients.
• Builds and compiles pricing models for specific proposals and provides input into the development of standardized pricing models.
• Presents key pricing assumptions and risks for sign-off at relevant levels, in line with the authority matrix.
• Engages with and leverages off relationships between the organization and vendors and/or subcontractors and strategic alliances, including the Legal Team during the conception, construction, and review of client proposals, soliciting information, and escalating queries.
• Ensures that deal profitability is not eroded over time by calculating the long-term profit of deals, evaluating and concluding on foreign currency issues and the impacts of these both financially and contractually.
• Ensures deal profitability by investigating taxation, inflationary movements cost of living issues, etc.
• Provides support to relevant team by assisting with the maintenance of vendor warranties to ensure inclusion in the construction of deals.
• Analyses pricing impacts on cash flow for the client and take responsibility for building pricing profiles.
• Mitigates risks in terms of the calculation and payment of penalties, contract termination, building agreements, limitation of liability, and non-solicitation for bids and/or deals and provides feedback to the key stakeholders regarding these.
• Manages commercial and contract risks associated with the client agreement to protect the organization's profitability and legal exposure.
• Prepares contract and financial budgets, reports and summaries, as require, including profitability and cashflow analysis.
• Performs any other relevant task as requested by management.

Knowledge and Attributes:

• Solid understanding of the local operating, commercial and general business conditions.
• Expert negotiation skills with lateral thinking ability.
• Excellent attention to detail and organizational skills.
• Solid business and commercial acumen coupled with an analytical mind.
• Ability to work under pressure without compromising quality and accuracy.
• Solid team skills, particularly engaging with the team to continuously develop own expertise.
• Solid communication skills, especially related to facilitation, documentation, and reporting.
• Solid Microsoft Office skills (Excel/Word/PowerPoint).
• Highly numerate and display high levels of integrity.

Academic Qualifications and Certifications:

• Qualified CA
• Bachelor's degree or equivalent in Business Administration or Finance or a related field.

Required experience:

• Advanced experience working within a Commercial or similar field, preferably within a global IT services organization.
• Advanced experience working with pricing assumptions and developing pricing models.
• Advanced demonstrated experience in deal structuring, pricing review, and negotiation.
• Advanced experience working with vendors and/or suppliers.
• Advanced experience in an accounting type role.