Full-Time
Deal Commercials Lead
Confirmed live in the last 24 hours
Capco
5,001-10,000 employees
Management consultancy for financial and energy sectors
No salary listed
Expert
Company Historically Provides H1B Sponsorship
Bengaluru, Karnataka, India
- 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).
- 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.
- 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.
Capco offers management and technology consulting services to the financial services and energy industries, helping organizations address strategic and operational challenges. Their team of skilled professionals provides tailored solutions, including digital consulting and technology innovation, to enhance efficiency and drive growth. Capco stands out from competitors with its focus on diversity and inclusion, fostering a culture that values different perspectives. The company's goal is to empower clients while promoting social responsibility and sustainability through their initiatives.
Company Size
5,001-10,000
Company Stage
Acquired
Total Funding
$2B
Headquarters
London, United Kingdom
Founded
1998
Simplify's Take
What believers are saying
- Collaboration with OpenAI enhances Capco's AI-driven innovation in financial services.
- FCA's AI testing service offers Capco a competitive edge in regulated environments.
- Partnership with NatWest on ISO 20022 showcases Capco's digital transformation leadership.
What critics are saying
- Over-reliance on AI tools may impact human-driven insights at Capco.
- Involvement in FCA's AI testing exposes Capco to regulatory risks.
- UK energy market expansion may face competitive pressures from established firms.
What makes Capco unique
- Capco combines innovative thinking with deep industry knowledge for financial services.
- Capco's proprietary PlatformZero offers specialized solutions enhancing client operations.
- Capco's emphasis on diversity and inclusion fosters innovative solutions.
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Benefits
Hybrid Work Options
Company News
Charlotte Byrne, Head of Generative AI at financial services consultancy Capco, comments on the FCA’s latest AI announcement and its implications for the UK financial services sector: “The FCA’s live AI testing service is an incredibly positive move for the UK financial services sector, signalling that the FCA is leaning towards a collaborative regulatory environment, with an appetite towards safe innovation rather than steps to stifle innovation. “Trust in AI is critical as organisations start to roll out scaled AI customer facing products. By providing firms with structured regulatory support, the FCA’s new service will introduce positive guardrails, helping organisations test and benchmark their AI models against key principles like fairness, transparency, and accountability before they reach the market. “It will also help level the playing field, enabling a wider range of firms to innovate responsibly and at pace. For smaller firms that may not have extensive in-house AI expertise or resources, the testing lab offers an opportunity to strengthen governance and build trust with customers and stakeholders. “This isn’t entirely selfless, the lab testing and collaboration with innovators will provide the FCA with valuable insights, from use cases to impact and common challenges to better understand how AI may impact UK financial markets and better prepare for the future. “It’s important the FCA ensures the service remains accessible and genuinely encourages responsible innovation across firms of all sizes. The success of the initiative – and whether it ends up an accelerator rather than a cumbersome and timely process – will depend on the practical support offered and the timeframes the FCA can support given the potential demand
Michael Shand, Managing Principal at financial services focused technology and management consultancy Capco, comments on the Financial Conduct Authority’s new five-year strategy announcement. “The FCA’s new five-year strategy is firmly aligned with the UK government’s growth agenda, but there could be some additional clarity around success metrics – though that task is made more challenging by factors outside of the FCA’s control, such as macroeconomic factors, competition from other jurisdictions, and the take up and future impact of technology.“While banks and other financial services will welcome the spirit of the FCA’s strategy – a growth focus, proportionate oversight, and an ambition to simplify, reduce or remove reporting obligations – its implications could vary widely in practice.“It is welcome that the FCA is placing consumer outcomes at the heart of the new strategy. It is clearly prioritising greater financial inclusion and resilience through a combination of greater participation in more complex, higher risk investing with a robust approach to protection, for example by cracking down on financial crime.“The FCA has also recognised the power of technology and innovation – from AI to Open Finance – as key enablers. There is a focus both on efficiency – for the FCA and the firms it regulates – and access, including unlocking more sources of funding.“The strategy provides a useful reference point for banks and other financial services firms to assess their priorities and opportunities in line with these themes. However, they will no doubt welcome greater clarity as the strategy translates into the FCAs specific plans and actions
Capco, the global management and technology consultancy, today announced a collaboration with OpenAI, the maker of ChatGPT and frontier AI models such as GPT-4o, GPT-4.5, OpenAI o1 and o3 mini, to accelerate AI’s transformative impact at the world’s top financial institutions. This collaboration combines OpenAI’s cutting-edge innovations with Capco’s financial services domain and GenAI expertise to deliver powerful solutions that help clients achieve transformative results. As part of its GenAI Infused strategy, Capco is leading by example in the adoption and application of GenAI tools and solutions across the financial services industry. Through this collaboration with OpenAI, Capco is further scaling the adoption of ChatGPT across its workforce and pioneering these GenAI tools to accelerate client delivery and execution at scale in real world use cases that are making a difference for our clients
Capco, the global management and technology consultancy, today announced a collaboration with OpenAI, the maker of ChatGPT and frontier AI models such as GPT-4o, GPT-4.5, OpenAI o1 and o3 mini, to accelerate AI's transformative impact at the world's top financial institutions.
Capco, a financial services and energy sector consulting firm, has promoted Chris McNeely to global lead of its energy practice and John Janssen to head of the Texas market.