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Head Function - Deal Pricing and Commercial

Bangalore, India

Head Function: Deal Pricing and Commercial Lead

Location: Bengaluru/Mumbai

The individual will act as the financial leader and subject matter expert of the sales pursuit team, with a fiduciary responsibility to protect Wipro and its resources. This role is an integral part of the sales pursuit team, involved in early stages through close.

Key Responsibilities:

  • Commercial lead on strategic pursuits with >$30M TCV
  • Participate in early pursuit stage Win Strategy sessions and provide subject matter expertise to help shape pricing and commercial strategy
  • Understand client financials, credit, spend information, etc and develop base spend profiles, business case analysis, and input to top down TCV estimates
  • Responsible for customer pricing submissions and related commercial terms and conditions responses
  • Participate in client solution workshops, prepare and present financials during customer presentations, and interact with clients and advisors through the pursuit
  • Close collaboration with solution executive and their tower leads to ensure clear communication of timeframes, expectations on cost inputs, deal review submissions and meeting strict timelines
  • Close collaboration with legal and solution teams to develop commercial response to contract documents, not just limited to financial schedules
  • Actively participates in pursuit team meetings and represents Wipro financials in internal management reviews
  • Negotiation support through pursuit close
  • Leads development of accurate financial model for the opportunity, depicting impact of win on Wipro financials, engaging experts from within the company as necessary (tax, treasury, revenue assurance, M&A, etc.)
  • Ensures customer submissions are professionally completed and accurately represent the deal as reviewed and approved by Wipro leadership
  • Pro-actively provides relevant input and analysis through the pursuit cycle to aid in decision making
  • Engages and assists Target Pricing capability to analyze our proposed pricing and commercial response with internal data and external benchmarks
  • Providing timely and accurate inputs to relevant deal and finance repositories
  • Ensure sector and market finance executives are aligned with strategy and financial response
  • Effective collaboration and management of resources from O2C in support of client financial analysis and pricing submissions
  • International travel up to 50%
Roles & Responsibilities:

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Functional/ Personal Skills:
  • Should carry a good understanding of various finance processes, reasonable knowledge of GAAP, exposure in SAP, Business Intelligence tools, SOX and compliance.
  • Should have proven experience in managing large business units contract structuring, negotiations, and deal pricing
  • Demonstrated ability to establish positive relationships and work effectively with all internal and external constituencies
  • The person should bring strong communication skills, ability to work with cross functional teams to achieve outcomes.
  • Should carry a good sense of innovation, thoughtful thinking, and passion to transform
  • Excellent customer communication, leadership and development skills coupled with the ability to adjust to changing priorities and difficult negotiation scenarios.
  • Must have the highest standards of accuracy, organization and precision and the ability to think creatively and strategically while acting tactically.
  • Financial Integrity. Strong Ethics

  • 14-18 years of related experience in Financial Planning, Deal Pricing and Commercial Management with a minimum of 5 years in senior managerial capacity.
  • CA/MBA Finance with 14+ years post qualification experience.

Client-provided location(s): Bengaluru, Karnataka, India
Job ID: Wipro-3055738
Employment Type: Full Time