Deal Shaper - Banking Client

Capgemini Singapore PTE. LTD.; Singapore; On-site; SGD 120,000 - 160,000; Full time

Job summary

A leading IT services company in Singapore is seeking an experienced professional to lead strategic deal pursuits and shape commercial strategies. The ideal candidate will have over 15 years in IT services with expertise in pricing models and negotiation. Responsibilities include developing innovative pricing strategies, collaborating with technology architects, and mentoring junior team members. A Bachelor’s degree is required, and an MBA is preferred for this pivotal role that aims to balance client value with organizational profitability.

Qualifications

• 15+ years in IT services with 3 years in solution integration and deal shaping.
• Expertise in commercial models including Fixed Price and Subscription-based.
• Strong negotiation skills and executive presence.

Responsibilities

• Lead strategic deal pursuits and shape delivery models.
• Collaborate with architects to define technology stack.
• Create transformation roadmaps integrating business and technology.

Skills

Deal sizing

Pricing strategies

Negotiation

Commercial models

Strategic thinking

Technical solution balancing

Education

Bachelor’s degree

MBA

Job description

Job Description

For the Client engagement, candidate will be responsible for leading strategic deal pursuits, shaping commercial and delivery models, and ensuring a balanced approach between client value and organizational profitability. This role requires strong expertise in deal sizing, pricing strategies, pyramid mix, location mix, competency mix, and technology solutions.

Key Responsibilities

• Develop innovative pricing models and commercial strategies to achieve win-win outcomes.
• Design pyramid mix (role distribution), location mix (onshore/offshore), and competency mix aligned with client needsand cost optimization.
• Ensure compliance with organizational governance and risk frameworks.
• Collaborate with solution architects to define technology stack and delivery approach.
• Create transformation roadmaps integrating business and technology objectives.
• Articulate deal strategy and value proposition to C-level executives.
• Lead conversations on commercial terms, risk mitigation, and delivery models.
• Guide presales and bid teams through the pursuit process.
• Mentor junior team members and foster a collaborative environment.

Required Skills and Experience

• 15+ years in IT services with at least 3 years in solution integration and deal shaping.
• Expertise in commercial models: Fixed Price, T&M, Gain Sharing, Subscription-based.
• Pricing levers: Rate cards, risk/reward mechanisms, cost drivers.
• Global delivery models and governance frameworks.
• Strong negotiation, executive presence, and ability to influence senior stakeholders.
• Bachelor’s degree (MBA preferred).

Competency Areas

• Strategic thinking and commercial acumen.
• Ability to balance technical solution, commercials, and pricing.
• Familiarity with emerging technologies (Full stack, Digital, Core, backend technologies).

KPI's and Success Matrix

• Win rate for strategic deals (target: >60%).
• Average deal margin improvement (target: +3-5%).
• Accuracy of pricing models vs actual delivery cost (variance <5%).
• Client satisfaction score post-deal closure (target: >90%).
• Time-to-market for deal proposals (target: within agreed SLA).
• Compliance with governance and risk frameworks.