Arjun Madhur

Sr Professional in Global Pricing team handling pricing activities for mission critical SAP applications to Virtustream Enterprise Cloud (VEC) or Hyperscalers such as Google Cloud (GCP) or Microsoft Azure.

Work along with sales & Presales team on multi cloud (GCP, Azure hyperscalers & private) deal configuration inclusive of IaaS, Platform, Application managed services (AMS), Security, Network etc.)

Pricing Activities:

• Handling IaaS deal pricing activities across regions, supporting multiple cloud platforms such as VEC, GCP and Azure to cater based on client’s requirement.
• Review and understand the overall solution requirements from solution architect and compare it with the RFP. Provide commercial suggestions for Solution Optimization
• Understand the IaaS requirements from the solution and review the adhoc Professional services, Managed services, Security services solutions.
• Costing and pricing the proposed solution
• Provide Comparisons of Hyperscalers (GCP/Azure)and Dell/Vitustream Cloud Offering
• Present the deal metrics to finance leadership and get approvals on the SKU discount percentage and margins.
• Helping deal team with SOW pricing files and market comparison analysis which will help them in price negotiation with the customer

• Formulating pricing strategies in consultation with sales and marketing department
• Building commercial model/estimates for costing/pricing and structuring deals/opportunities
• Liaise with Solution and Delivery teams to build cost estimates in line with work streams
• Review Pyramid structure,Optimization strategies to best position the deal to customer
• Assist business to take right or informed decision on deals by providing them finance related metrics and risks associated with the same i.e
• Generate Profit & Loss Account, Cash Flow of the deal, payback period, etc
• Assist teams with best structuring/positioning deal both from customer view point as well as internal (company) standpoint
• Review of contracts from commercial stand point and highlight risks associated
• Worked with Treasury, Tax and Technical Accounting team review in detail so as to ensure the deal reviewed by Senior leadership has gone through necessary gateways
• Worked with Sales Comp team to finalize the POS (Point of Sale) model which ties back to contract
• Run scenario analysis, sensitivity analysis and iterations to optimize costing and assess margin profile for various Volumetric or Solution components “with or without”
• Responding with a proposal document having pricing model and customer business case

• Pricing Consulting and first level approval for large deals
• Costing of Cognizant Solutions& Services according to the company guidelines
• Allocate and ensure all cost components related to a deal is considered
• Pricing the solution according to appropriate pricing models
• Align the billings accordingly to yield a healthy financial projection
• Revenue Recognition according to US Gaap Standards
• Review pricing reports and financial cash flow statements
• Financial terms and conditions prepared
• Safeguard the Company Margins
• Ensure the deal is sold at company threshold Margin
• Work with the account team on optimizing the solutions and estimates
• Guidance on improving the deal operational parameters/Levers
• Help the sales team negotiate on the deal
• Prepare deal specific business cases
• Helps top management to take various key business decisions
• Project the savings we provide to client and hence prepare a competitive response to proposals
• Financial Planning & Analysis
• Track and review Cognizant’s performance, examining revenue& Cost trends and assessing market conditions on a monthly basis
• Work closely with senior management to establish forecasts and assess projected needs of departments based on growth projections
• Attend Monthly meetings with Account heads to evaluate key indicators, including account performance, sales projections, and Optimizing costs based on competitive analysis
• Played key role in Margin optimization program of vertical assigned, resulting in cost savings over past financial quarters
• Prepare & report Company’s Budget Vs Forecast Vs Actuals reports on a monthly basis and do a in-depth analysis on the deviations .

• Business vertical : Banking (BFSI)
• Deal Pricing & Analysis
• Operating Margin Calculation & Analysis for Deals
• Responsible for handling and delivering pricing of all deals/solutions for the largest Business vertical of company
• Analyze and validate cost assumptions as per company policy
• Validate the financial commercials of the framed solution
• Ensure that the company cost assumptions are safeguarded in the final released commercials
• Define & adopt Pricing Strategies for different Business Models
• Understand the business of client & Provide a most apt pricing solution that suits Client’s and company’s interests
• Provide insights to improve the profitability
• Work closely with Sales, Solution, Delivery teams and Finance heads in formulating strategies that help improving company’s profitability
• Prepare the Cash flow statements, P&Ls deal wise
• Documenting the deal commercials for future reference
• This is further referred at Order booking and Budget allocation purposes
• Supporting Deal Negotiations
• Prepare flexible pricing options to help deal negotiations
• Multiple Pricing solutions provided that can help the sales team better propose according to the changing business needs of client
• Optimize the effort estimations with the help of delivery team
• This helps in cost reduction, deal level and hence safeguard Company’s Margin, when a discounted commercial needs to be submitted
• Involvement in Bidding Process
• Actively participate in online bidding
• Provide different feasible commercial options situation wise to make the bid more competitive
• Prepare Business Cases
• Help the deal team to prepare Business Cases to highlight the savings provided by the vendor company and hence make the deal more competitive
• Monthly reporting of Deals/ Project parameters of the assigned Vertical
• Pricing Exception Reporting
• Top Management dashboards for Large Deals

• Business vertical : Energy & Utilities ( GE) The Presales role handling the RFP responses and Deal coordination paved my interest towards envisaging hands on pricing and Business Finance roles listed above.
• End to end proposal delivery responsibility & Bid Management from RPF to Quote
• Responsible for Cordinating Deal Qualification Process
• Responsible for proposing the deal timeliness and ensuring the stake holders delivery responsibility in the speicified timelines
• Responsible for Coordinating Delivery, solution, Finance and Legal teams
• Prepare the response deck and proposal documents.
• Validate the terms and conditions with finance and Legal
• Participate in the response submission & E Bidding process