Associate Director- Finance Planning & Analysis (FP&A)

ROLE SUMMARY

We are seeking a seasoned FP&A Lead to drive financial planning, deal commercial structuring, and business performance management across our IT Services portfolio. The role partners closely with business leaders,

market heads, and delivery teams to shape profitable deals, strengthen forecasting discipline, manage project

cost and bench overheads, and deliver sharp, decision-ready management reporting. The ideal candidate combines deep commercial and revenue accounting acumen with a strong appetite for leveraging AI-enabled

tools to modernize FP&A processes.

KEY RESPONSIBILITIES

Deal & Commercial Structuring-

• Lead commercial structuring for new deals, renewals, and change requests, ensuring alignment with

pricing strategy, margin thresholds, and risk guardrails.

• Partner with sales and delivery teams during deal shaping to build commercially competitive yet

financially sound proposals.

Bid vs. Did Analysis

• Own end-to-end Bid vs. Did analysis to track actual deal performance against original bid assumptions.

• Identify margin leakages, root causes, and drive corrective actions; feed learnings back into future bid

models.

Forecasting, Revenue & Cost Management

• Lead monthly, quarterly, and annual forecasting cycles for revenue, cost, and margin across accounts and

portfolios.

• Apply strong revenue accounting knowledge (e.g., percentage-of-completion, revenue recognition

standards, unbilled and deferred revenue) to ensure forecast and reporting accuracy.

• Track and manage project costs, driving cost optimization initiatives across engagements.

• Run scenario analysis (best case / base case / worst case) on revenue and cost to support leadership

decision-making.

Bench & Overhead Management

• Monitor bench strength, bench cost, and utilization; recommend interventions to optimize non-billable

cost.

• Manage and rationalize overheads to support margin protection targets.

Sales Enablement & Performance Tracking

• Support sales enablement through pricing insights, deal economics, and performance dashboards.

• Track key sales and business performance metrics; publish regular scorecards to leadership.

Business Partnering & Insights

• Act as a trusted finance partner to business leaders, market heads, and delivery teams.

• Translate complex financial and operational data into clear, actionable business insights for non-finance

stakeholders.

Management Reporting

• Own the structuring, preparation, and presentation of management reports, MIS, and leadership

dashboards.

• Continuously enhance reporting frameworks for greater clarity, accuracy, and decision-usefulness.

AI & Process Innovation

• Leverage AI and automation tools to strengthen forecasting accuracy, reporting efficiency, and analytical

depth.

• Champion adoption of AI-enabled finance tools and modern analytics practices within the FP&A function.

REQUIRED SKILLS & EXPERTISE

• Strong expertise in deal commercial structuring and Bid vs. Did analysis

• Sound knowledge of revenue accounting concepts relevant to IT services (Fixed Price, T&M, Managed Services models)

• Proven experience in forecasting, budgeting, and scenario analysis for revenue and cost

• Hands-on experience in project cost management and cost optimization

• Experience managing bench cost, utilization, and overheads

• Exposure to sales enablement and performance-tracking activities

• Strong analytical and problem-solving skills, with the ability to convert data into business insights

• Demonstrated experience business partnering with leadership, market, and delivery teams

• Strong command of management reporting, including report structuring and executive presentation

• Working knowledge of AI tools for financial planning, analysis, and reporting efficiency

• Advanced Excel / financial modeling skills; familiarity with BI tools (Power BI, Tableau, or similar) is an advantage

QUALIFICATIONS

• 15+ years of experience in FP&A, financial planning, or business finance roles, preferably within IT services

/ technology

• MBA (Finance) preferred; CA / CMA with relevant experience will also be considered

• Prior experience in a matrixed organization, working closely with sales, delivery, and market-facing teams strongly preferred

KEY COMPETENCIES

• Strategic and analytical thinking

• Strong stakeholder management and executive communication

• High attention to detail with a business-outcome orientation

• Ability to manage multiple priorities under pressure

• Change agility, especially in adopting AI-driven finance tools and processes