Commercial Manager

Capgemini; Bengaluru; On-site; INR 3,000,000 - 5,000,000; Full time

Job summary

Capgemini Bengaluru seeks a Senior Commercial & Pricing Manager (Pre-Sales) to shape winning pursuits through strategic pricing, robust financial analysis, and strong governance. You will collaborate with sales, finance, legal and business leaders to craft commercially viable solutions and improve win probability.

You will develop Right Price to Win models, benchmark deals, and build client-specific business cases to articulate value and ROI.

Qualifications

• Strong financial acumen and advanced numeracy.
• Deep understanding of pricing methodologies and commercial contracts.
• Experience interfacing with senior business stakeholders, including C-suite executives.
• Hands-on experience pricing Application Development & Maintenance (ADM) and related IT services.

Responsibilities

• Improve win probability by shaping commercial terms and pricing.
• Develop and recommend the Right Price to Win (PTW) using pricing methodologies.
• Review and validate cost models for alignment with delivery expectations.
• Analyze RFX documents to identify risks and mitigation plans.
• Ensure compliance with internal pricing frameworks and governance.
• Lead pricing-related handovers from pre-sales to delivery teams.

Skills

Pricing strategy

Financial acumen

Stakeholder management

ADM pricing

Job description

The Senior Commercial & Pricing Manager (Pre-Sales) plays a strategic role in shaping winning pursuits by driving commercial competitiveness, financial robustness, and deal governance. The role requires strong collaboration with sales, delivery, finance, legal, and business unit leaders to craft commercially viable solutions, enhance win probability, and support strategic client engagements. This position is critical in ensuring the organization responds to opportunities with pricing, commercial structures, and business cases that are competitive, compliant, and value accretive.

Key Responsibilities

• Improve Win Probability
• Shape large and strategic deals from a commercial standpoint to strengthen competitiveness.
• Develop and recommend the Right Price to Win (PTW) using proven pricing methodologies and market intelligence.
• Conduct internal benchmarking to validate deal competitiveness, commercial feasibility, and profitability.
• Propose innovative pricing models and emerging commercial constructs tailored to client needs.
• Build detailed client-specific business cases to articulate value, ROI, and financial benefits.
• Identify and drive pricing and margin-improvement levers to support sustainable and profitable growth.
• Develop Commercially Fit Solutions
• Review and validate cost models to ensure alignment with solution, resource assumptions, and delivery expectations.
• Analyze RFX documents, including commercial terms and contracts—to identify risks, gaps, and mitigation recommendations in collaboration with key stakeholders.
• Ensure full compliance with internal pricing frameworks, approval processes, and governance guidelines.
• Review pricing submissions for completeness, correctness, consistency, and competitive positioning.
• Recommend the optimal commercial model and draft responses to commercial sections of RFX submissions.
• Ensure a structured and complete commercial handover from pre-sales to delivery/post-sales teams after contract signature.
• Conduct structured training programs for new joiners in the commercial and pricing function.
• Create standardized artefacts, templates, and reusable commercial content to strengthen internal capability.
• Develop standard commercial response documents for RFX submissions.
• Lead internal initiatives in alignment with the functional and business unit plan.
• Required Skills
• Technical & Functional Skills
• Strong financial acumen with advanced numeracy and analytical capability.
• Deep understanding of pricing methodologies, commercial principles, and contractual frameworks.
• Proven ability to shape, influence, and support large strategic pursuits.
• Experience interfacing with senior business stakeholders, including C-suite executives.
• Hands-on experience pricing Application Development & Maintenance (ADM) and related IT service offerings.

Soft Skills

Positive, collaborative attitude with a strong sense of ownership.

High attention to detail, accuracy, and operational rigor.

Ability to communicate ideas, recommendations, and decisions clearly and confidently.

Strong capability to work effectively in multicultural, multi-location, and virtual teams.

Assertiveness and influencing skills, especially in high-pressure or critical negotiation situations

Experience Requirements

12 to 16 years; Minimum 10 years of pricing and commercial experience in Information Technology.

Must have hands-on experience in pricing for ADM and related IT services.