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Location

Bangalore | India

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Job description

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:

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

Qualifications:

Experience:

• 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.

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Job tags

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Salary