Senior Pricing Manager

Job description

- Designation: Associate Director – Pricing - Role: Head of pricing - Location: Bengaluru - Years of experience: 12- 15 years - Education: MBA/ CA or postgraduate qualification in Finance, Economics, Business, or Strategy **About the Role** We are looking for a commercially astute and analytically strong Associate Director – Pricing to lead pricing strategy across our IT services portfolio. This role is central to how we price, position, and win — spanning application services, infrastructure management, digital transformation, BPO, and managed services. You will work closely with Sales, Delivery, and Finance leaders to sharpen our competitive edge and improve deal profitability in a complex, multi-geography services environment. Key Responsibilities Services Pricing Strategy - Own end-to-end pricing strategy across service lines — application development & maintenance (ADM), infrastructure & cloud services, digital & data services, testing, and BPO/KPO - Design and maintain rate card frameworks, blended rate models, and effort-based pricing structures across onsite, offshore, and hybrid delivery models - Develop outcome-based and fixed-price engagement models as alternatives to traditional T&M pricing - Define pricing strategy for new service offerings, capability expansions, and geographic market entries Deal Pricing & Bid Support - Partner with the Pre-Sales and Solutions team on large, complex RFP/RFQ responses — structuring competitive and profitable bids - Lead pricing reviews for strategic deals, and multi-tower outsourcing engagements - Provide deal-level guidance on discount thresholds, margin floors, and competitive positioning - Develop win pricing strategies based on competitive intelligence, should-cost modelling, and client budget signals Revenue & Margin Management - Identify and address margin leakage across contracts, rate erosion, and scope creep patterns - Drive price realization through structured rate increase programs and contract renegotiation support - Analyze portfolio profitability by account, service line, and geography — recommend corrective actions Analytics & Market Intelligence - Build and maintain pricing dashboards tracking key metrics: realized rates, deal win/loss, margin by service line, discount depth, and benchmark positioning - Conduct regular competitive benchmarking against Tier 1 and Tier 2 IT services firms - Partner with Finance and Delivery on cost modelling to ensure pricing reflects true delivery economics Governance & Pricing Operations - Design and enforce the deal approval framework — discount authorization levels, margin exception approvals, and escalation protocols - Maintain pricing tools, rate card repositories, and deal playbooks - Automate and standardize pricing processes through digital transformation - Govern CPQ or equivalent pricing tooling in collaboration with IT and Sales Operations Leadership & Stakeholder Engagement - Influence and align senior stakeholders across Sales, Delivery, Finance, and Executive leadership - Build and mentor a team of pricing analysts - Serve as the internal pricing centre of excellence — driving capability, consistency, and best practices Qualifications Required - 12 – 15 years of experience in pricing, commercial finance, or bid management — with at least 6–8 years in an IT services or technology outsourcing firm - Deep understanding of IT services delivery models: T&M, fixed-price, outcome-based, managed services, and multi-tower outsourcing - Strong grasp of offshore/onsite delivery economics, pyramid structures, and resource cost modelling - Advanced proficiency in Excel/Google Sheets; working knowledge of SQL or BI tools (Power BI, Tableau) - Proven track record of supporting large, complex bids and deals in competitive RFP environments - Strong influencing and communication skills with senior internal and client-facing stakeholders Preferred - Experience with global IT services firms (Tier 1 / Tier 2) or large captive GCC environments - Exposure to pricing tools and CPQ platforms - MBA/ CA or postgraduate qualification in Finance, Economics, Business, or Strategy - Understanding of ISG/Everest Group rate data, or equivalent market intelligence sources