Presales Specialist

Manager - (Presales Commercial Specialist)

Location: Navi Mumbai,

Role Overview

The Presales Commercial Specialist plays a pivotal role in supporting the Presales and Solution teams to develop competitive, profitable, and sustainable pricing models for IT Services and Managed Services engagementscovering both Infrastructure and Application Development domains. This individual will be responsible for crafting pricing strategies, evaluating resource and cost structures, optimizing effort estimates, and ensuring commercial alignment with client and business objectives. The role demands strong business finance acumen and cashflow modeling expertise to ensure pricing decisions support both customer value and organizational profitability.

Key Responsibilities

1. Pricing Strategy & Model Development

- Develop and maintain standardized pricing models for IT infrastructure and application development services.
- Work closely with solution architects to translate technical solutions into commercial propositions.- Apply appropriate pricing strategies (e.g., cost-plus, value-based, T&M, fixed price, managed capacity) to ensure competitiveness.- Evaluate market benchmarks, competitor rates, and margin thresholds for optimized pricing decisions.- Incorporate cashflow and revenue recognition models into pricing to ensure financial sustainability and healthy deal structures.

2. Effort Estimation & Resource Optimization

- Collaborate with delivery and solution teams to assess required effort, resource mix, and timelines.
- Recommend resource optimization strategiesincluding onshore/offshore allocation, automation leverage, and delivery efficiencies.- Incorporate risk, contingency, and cost sensitivity analyses based on project complexity and delivery dependencies.

3. Commercial Governance, Business Finance & Deal Support

- Prepare detailed commercial proposals, business cases, and financial models for RFPs/RFIs/RFQs.
- Conduct profitability assessments, margin simulations, and cashflow forecasts to support informed deal decisions.- Partner with Finance to align pricing with organizational cost structures, financial policies, and margin expectations.- Participate in client discussions to justify pricing assumptions and defend commercial positions.- Support contract negotiations to align pricing, payment terms, and cashflow schedules with company objectives.

Required Skills & Experience

- 5 to 10 years of experience in presales, commercial management, or business finance roles within IT Services / Managed Services.
- Strong understanding of IT Infrastructure, Cloud, Application Development, and Managed Services delivery models.- Proven experience with pricing strategy, cost modeling, business finance, and cashflow management.- Strong financial modeling and Excel proficiency for building P&L, margin, and cashflow projections.- Ability to evaluate contingencies and risks in large, complex deals.- Solid understanding of contractual constructs (SLA, penalty, gainshare models, payment milestones, etc.).- Experience collaborating with finance teams on budgeting, forecasting, and deal margin validation.- Excellent communication, stakeholder management, and presentation skills.- Exposure to global delivery models and multi-country resource costing preferred.

Education

- Bachelors degree in Engineering, Finance, or Business.
- MBA or equivalent qualification preferred.

Please share your CVs on Vishal.jaiswal@3i-infotech.com

OR WhatsApp CV on 9082948204