Deal Commercials Lead

Job Title: Deal Commercials Lead

Experience: 10 - 14 years

Location: Bengaluru, India

About Us

“Capco, a Wipro company, is a global technology and management consulting firm. Awarded with Consultancy of the year in the British Bank Award and has been ranked Top 100 Best Companies for Women in India 2022 by Avtar & Seramount. With our presence across 32 cities across globe, we support 100+ clients across banking, financial and Energy sectors. We are recognized for our deep transformation execution and delivery. 

WHY JOIN CAPCO?

You will work on engaging projects with the largest international and local banks, insurance companies, payment service providers and other key players in the industry. The projects that will transform the financial services industry.

MAKE AN IMPACT

Innovative thinking, delivery excellence and thought leadership to help our clients transform their business. Together with our clients and industry partners, we deliver disruptive work that is changing energy and financial services.

#BEYOURSELFATWORK

Capco has a tolerant, open culture that values diversity, inclusivity, and creativity.

CAREER ADVANCEMENT

With no forced hierarchy at Capco, everyone has the opportunity to grow as we grow, taking their career into their own hands.

DIVERSITY & INCLUSION

We believe that diversity of people and perspective gives us a competitive advantage.

Role Summary

As a Deal Commercials Lead at Capco India, you will be a senior individual contributor responsible for defining pricing strategies and structuring deals to drive profitable growth for the firm. You will focus on the financial and commercial aspects of consulting engagements in Capco’s key domains – banking, capital markets, payments, and digital transformation – ensuring each deal is competitively positioned, well-structured, and aligned with Capco’s business objectives. This role requires a seasoned professional with strong expertise in pricing, deal structuring, and commercial risk management, who can collaborate cross-functionally to deliver value to clients while safeguarding Capco’s interests.

Responsibilities

• Own the end-to-end commercial strategy for new client deals, ensuring pricing is competitive yet profitable and aligned with Capco’s financial and business goals.
• Develop and maintain complex pricing models and business cases for deals, providing detailed cost/revenue analysis to support proposal decisions​.
• Design and structure deal financials and terms, balancing client requirements with Capco’s margin and risk objectives (e.g. defining pricing models, payment schedules, incentives, rate cards).
• Collaborate with Sales and account teams to craft compelling commercial proposals and value propositions that address client needs and budget expectations.
• Work closely with Delivery teams to incorporate project estimates and resource plans into pricing, ensuring proposed solutions are feasible and within delivery cost targets.
• Partner with Legal (and Finance) teams to negotiate and finalize contract terms (pricing schedules, SLAs, etc.), aligning them with the pricing strategy and mitigating commercial risks.
• Identify and assess commercial risks in deal structures (financial, legal, delivery-related) and develop strategies to mitigate those risks while optimizing profitability​.
• Present deal economics and recommendations to senior leadership for approval, and support Sales leadership in client negotiations as the commercial subject matter expert for pricing and deal structure.

Qualifications

• 10+ years of experience in management consulting, IT services, or a related field, with a strong track record in pricing and commercial deal management.
• Expertise in pricing strategy for consulting/technology services, with proven ability to develop innovative pricing models and deal structures that drive win-win outcomes.
• Deep knowledge of commercial risk and contracts – understanding of client contract structures (e.g. MSAs, SOWs, rate cards) and the ability to apply deal structuring and rate-card strategies to mitigate risk while optimizing profitability​.
• Financial modelling proficiency – excellent analytical skills and advanced ability to build and evaluate complex financial models (especially in Excel) for deal pricing and scenario analysis.
• Excellent communication and negotiation skills (fluent in English), with strong stakeholder management and the ability to influence senior client executives and internal leadership.
• Self-driven and organized – able to work independently, manage multiple deals and deadlines, and thrive in a fast-paced environment while maintaining attention to detail.
• Education – Bachelor’s degree in business, Finance, or a related field (MBA or other advanced degree is a plus).

Preferred Skills

• Advanced Excel proficiency – mastery of MS Excel for financial modelling and analysis of complex deal scenarios​.
• Pricing frameworks familiarity – knowledge of various pricing frameworks (e.g. cost-plus, value-based pricing) and commercial modelling techniques used in consulting and IT services.
• Industry domain knowledge – understanding of the banking, capital markets, and payments sectors (and related digital transformation trends) to help tailor pricing strategies to industry benchmarks and client expectations.

If you are keen to join us, you will be part of an organization that values your contributions, recognizes your potential, and provides ample opportunities for growth. For more information, visit www.capco.com. Follow us on Twitter, Facebook, LinkedIn, and YouTube.