Deal Commercials Lead
- Capco
- 10 - 14 years
- Bengaluru
- 2 months ago
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Job Description
As a Deal Commercials Lead at Capco India, you will be a senior individual contributor responsible for defining pricing strategies and structuring deals to drive profitable growth for the firm. You will focus on the financial and commercial aspects of consulting engagements in Capco s key domains - banking, capital markets, payments, and digital transformation - ensuring each deal is competitively positioned, well-structured, and aligned with Capco s business objectives. This role requires a seasoned professional with strong expertise in pricing, deal structuring, and commercial risk management, who can collaborate cross-functionally to deliver value to clients while safeguarding Capco s interests.
Responsibilities
- Own the end-to-end commercial strategy for new client deals, ensuring pricing is competitive yet profitable and aligned with Capco s financial and business goals.
- Develop and maintain complex pricing models and business cases for deals, providing detailed cost/revenue analysis to support proposal decisions .
- Design and structure deal financials and terms , balancing client requirements with Capco s margin and risk objectives (e.g. defining pricing models, payment schedules, incentives, rate cards).
- Collaborate with Sales and account teams to craft compelling commercial proposals and value propositions that address client needs and budget expectations.
- Work closely with Delivery teams to incorporate project estimates and resource plans into pricing, ensuring proposed solutions are feasible and within delivery cost targets.
- Partner with Legal (and Finance) teams to negotiate and finalize contract terms (pricing schedules, SLAs, etc.), aligning them with the pricing strategy and mitigating commercial risks.
- Identify and assess commercial risks in deal structures (financial, legal, delivery-related) and develop strategies to mitigate those risks while optimizing profitability .
- Present deal economics and recommendations to senior leadership for approval, and support Sales leadership in client negotiations as the commercial subject matter expert for pricing and deal structure.
Qualifications
- 10+ years of experience in management consulting, IT services, or a related field, with a strong track record in pricing and commercial deal management.
- Expertise in pricing strategy for consulting/technology services, with proven ability to develop innovative pricing models and deal structures that drive win-win outcomes.
- Deep knowledge of commercial risk and contracts - understanding of client contract structures (e.g. MSAs, SOWs, rate cards) and the ability to apply deal structuring and rate-card strategies to mitigate risk while optimizing profitability .
- Financial modelling proficiency - excellent analytical skills and advanced ability to build and evaluate complex financial models (especially in Excel) for deal pricing and scenario analysis.
- Excellent communication and negotiation skills (fluent in English), with strong stakeholder management and the ability to influence senior client executives and internal leadership.
- Self-driven and organized - able to work independently, manage multiple deals and deadlines, and thrive in a fast-paced environment while maintaining attention to detail.
- Education - Bachelor s degree in business, Finance, or a related field (MBA or other advanced degree is a plus).
Preferred Skills
- Advanced Excel proficiency - mastery of MS Excel for financial modelling and analysis of complex deal scenarios .
- Pricing frameworks familiarity - knowledge of various pricing frameworks (e.g. cost-plus, value-based pricing) and commercial modelling techniques used in consulting and IT services.
- Industry domain knowledge - understanding of the banking, capital markets, and payments sectors (and related digital transformation trends) to help tailor pricing strategies to industry benchmarks and client expectations.
Job Classification
Industry: BankingFunctional Area / Department: Finance & AccountingRole Category: FinanceRole: Finance ManagerEmployement Type: Full timeContact Details:
Company: CapcoLocation(s): Bengaluru+ View Contact
Keyskills: IT services Deal structuring Consulting Management consulting pricing strategy Subject Matter Expert Stakeholder management digital transformation Cost Financial services
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