Manager Pricing & Revenue

Job Title: Leadership Pricing & Revenue

Experience Required: Minimum 10+ years in IT Services, with at least 5 recent years in Pricing, Deal Commercials, or Revenue Optimization.

Qualification: MBA from a Tier-1 Business School (IIM/ISB/Equivalent) or Chartered Accountant (CA). Exposure to strategy consulting or enterprise commercial management is preferred.

Role Overview:

driving price improvement and revenue uplift across existing accounts

This role requires high commercial acumen, negotiation strength, and periodic travel for customer meetings and strategic deal discussions.

Key Responsibilities:

Pricing Strategy & Governance

• Build and maintain pricing models, benchmarks, and rate cards across all IT service lines, including Cloud, Digital Engineering, Consulting, Managed Services, and Staff Augmentation.
• Develop pricing guardrails, discount frameworks, and deal approval mechanisms aligned with business strategy.

Deal Pricing & Pursuit Support

• Lead pricing reviews and deal structuring for large strategic pursuits.
• Run profitability models including cost structures, margin analysis, scenario-based pricing, and cash impact.
• Support Sales and Bid Teams during RFP responses, bid defenses, and closing negotiations.

Revenue Uplift & Price Increase Management

• Develop a

  standard price increase strategy across existing accounts

  based on inflation, market benchmarks, value delivered, and contract terms.
• Lead and participate in

  customer negotiations for annual escalations, scope-based adjustments, and commercial amendments

  .
• Design escalation frameworks, communication templates, negotiation playbooks, and commercial justifications for price increases.
• Track realization vs negotiation outcome and implement corrective governance where required.

Financial Modelling & Analytics

• Build and maintain commercial tools such as pricing configurators, profitability calculators, etc.
• Monitor revenue realization, leakage, margin erosion, and pricing exceptions.

Commercial Insights & Benchmarking

• Conduct market analysis including competitor pricing, industry trends, and regional wage inflation.
• Publish insights to guide leadership and business teams on pricing competitiveness.

Reporting & Compliance

• Create executive dashboards to track pricing strategy performance, win ratios, deal profitability, and escalation outcomes.
• Ensure alignment with contract terms, regulatory compliance, and geographic commercial norms.

Required Skills & Competencies:

Technical Skills

• Deep understanding of pricing frameworks in IT services, including fixed-price, T&M, milestone-based, subscription, and outcome-based models.
• Strong financial modelling, commercial structuring, and quantitative analysis skills.
• Proficiency with Excel and financial modelling tools.,

Behavioral Competencies

• Strong negotiation and persuasion skills, including experience handling Procurement and C-suite buyers.
• Ability to influence cross-functional stakeholders without direct authority.
• Strategic thinking with operational execution discipline.
• Comfort working in fast-paced deal cycles.

Travel Requirement:

• Willingness to travel

  20–40%

  , including international travel for key pricing discussions and customer negotiations.

Preferred Industry Experience:

• Experience pricing for global delivery models (US/EU/APAC).
• Exposure to enterprise and multi-year managed service pricing preferred.