Director – Pricing & Commercial Strategy

Director – Pricing & Commercial Strategy Location: India (Bangalore / Chennai) Reporting to: CFO

Role Overview The Director – Pricing will lead financial structuring, pricing strategy, and commercial governance for large, complex IT services and digital transformation deals. The role partners closely with Sales, Finance, Legal, Delivery, and Executive Leadership to ensure profitable growth, disciplined deal execution, and alignment with overall business imperatives.

Key Responsibilities Deal Financial Structuring & Pricing Leadership • Lead financial structuring and analysis of strategic deals, ensuring alignment with organizational business objectives. • Craft and govern pricing models, assessing deal P&L, cash flow, unit economics, and financial viability across the bid lifecycle—from qualification through closure. • Proactively identify, highlight, and mitigate financial and commercial risks throughout the sales and approval process.

Sales Partnership & Deal Shaping • Partner with and lead deal teams across the entire sales cycle, providing deal-specific financial strategies and commercial recommendations. • Actively engage in deal shaping, supporting formulation of competitive and winning sales strategies. • Serve as a trusted commercial advisor to Sales and Practice leadership on pricing trade-offs and value positioning.

Client Negotiations & Commercial Terms • Support and participate in client negotiations on financial and commercial terms to ensure contracts deliver approved returns while addressing customer business drivers. • Validate and review commercial and financial Terms & Conditions, assessing impact on revenue, margins, and long-term risk exposure. • Ensure pricing assumptions are contractually protected and operationally feasible. Governance, Controls & Compliance • Contribute to and lead preparation of financial materials for internal deal governance, executive reviews, and approval forums. • Ensure compliance with organizational pricing processes, policies, and approved toolsets. • Drive adoption of standardized pricing tools, methodologies, and best practices across regions and business units.

Analytics, Reporting & KPIs • Compile, maintain, and continuously improve pricing work products, dashboards, and reporting aids. • Track and report KPIs, deal metrics, and progress updates to senior leadership and key stakeholders. • Support post-deal reviews to refine pricing frameworks and improve future deal outcomes. Enterprise & Global Initiatives • Promote and support regional and global pricing initiatives, transformation programs, and capability-building efforts. • Ensure overall pricing strategy remains aligned with business needs, growth priorities, and margin imperatives. • Drive internal customer satisfaction with the effectiveness, responsiveness, and quality of the pricing function. People Leadership • Lead, coach, and mentor pricing team members, supporting career development and capability enhancement. • Build a high-performing, scalable pricing organization capable of supporting large and strategic transactions.

•

Mandatory Capabilities & Experience • 14+ years of experience in Pricing, Deal Finance, or Commercial Finance, with significant exposure to pricing large and strategic IT services deals. • Strong business and commercial acumen with the ability to engage senior stakeholders across Sales, Finance, Legal, and Delivery. • Solid understanding of finance functional areas impacting pricing, revenue recognition, and commercial contract structures. • Proven ability to work in ambiguous, fast-paced environments with strong leadership, negotiation, and presentation skills. • Advanced proficiency in Excel and financial modeling tools to support large and complex transactions. • Experience presenting commercial propositions to clients and negotiating contractual terms is a strong advantage. • Demonstrated capability to coach and mentor teams and guide career development. Preferred

Qualifications • Prior experience working overseas or with global stakeholders, supporting complex, cross-region deals. • Exposure to enterprise deal governance and executive-level commercial forums. Why This Role Matters • Direct influence on deal profitability, risk management, and revenue quality • High visibility with leadership and strategic customers • Opportunity to shape and scale enterprise-wide pricing strategy