Job Summary:

The Senior Commercial & Pricing Manager (Pre-Sales) plays a strategic role in shaping winning pursuits by driving commercial competitiveness, financial robustness, and deal governance. The role requires robust collaboration with sales, delivery, finance, legal, and business unit leaders to craft commercially viable solutions, enhance win probability, and support strategic client engagements. This position is critical in ensuring the organization responds to opportunities with pricing, commercial structures, and business cases that are competitive, compliant, and value accretive.

Key Responsibilities

1. Improve Win Probability
2. Shape large and strategic deals from a commercial standpoint to strengthen competitiveness.
3. Develop and recommend the Right Price to Win (PTW) using proven pricing methodologies and market intelligence.
4. Conduct internal benchmarking to validate deal competitiveness, commercial feasibility, and profitability.
5. Propose innovative pricing models and emerging commercial constructs tailored to client needs.
6. Build detailed client-specific business cases to articulate value, ROI, and financial benefits.
7. Identify and drive pricing and margin-improvement levers to support sustainable and profitable growth.
8. Develop Commercially Fit Solutions
9. Review and validate cost models to ensure alignment with solution, resource assumptions, and delivery expectations.
10. Analyze RFX documents, including commercial terms and contracts—to identify risks, gaps, and mitigation recommendations in collaboration with key stakeholders.
11. Ensure full compliance with internal pricing frameworks, approval processes, and governance guidelines.
12. Review pricing submissions for completeness, correctness, consistency, and competitive positioning.
13.



Recommend the optimal commercial model and draft responses to commercial sections of RFX submissions.
14. Ensure a structured and complete commercial handover from pre‑sales to delivery/post‑sales teams after contract signature.
15. Training, Enablement & Knowledge Artefacts
16. Conduct structured training programs for new joiners in the commercial and pricing function.
17. Create standardized artefacts, templates, and reusable commercial content to strengthen internal capability.
18. Develop standard commercial response documents for RFX submissions.
19. Lead internal initiatives in alignment with the functional and business unit plan.
20. Required Skills
21. Technical & Functional Skills
22. Strong financial acumen with advanced numeracy and analytical capability.
23. Deep understanding of pricing methodologies, commercial principles, and contractual frameworks.
24. Proven ability to shape, influence, and support large strategic pursuits.
25. Experience interfacing with senior business stakeholders, including C‑suite executives.
26. Hands‑on experience pricing Application Development & Maintenance (ADM) and related IT service offerings.

Soft Skills Positive, collaborative attitude with a strong sense of ownership.

High attention to detail, accuracy, and operational rigor.

Ability to communicate ideas, recommendations, and decisions clearly and confidently.

Strong capability to work effectively in multicultural, multi‑location, and virtual teams.

Assertiveness and influencing skills, especially in high‑pressure or critical negotiation situations

Experience Requirements: 12 to 16 years; Minimum 10 years of pricing and commercial experience in Information Technology.

Must have hands-on experience in pricing for ADM and related IT services

Location: PAN India (Noida, Bangalore, Mumbai, Pune)

📌 Commercial Manager (Bengaluru)
🏢 Capgemini
📍 Bengaluru