1. Career Summary
CA professional holding 9 years of experience in IT application, IT Infrastructure & ITES BPO pricing and commercials, Business
Finance, FP&A and Transaction Advisory Services.
Seasoned and chiseled ITES BPO Deal Pricing, contracting and Business Finance Professional closely integrated and in direct
liaison with Top brass of Management (Executive Committee)
Education
Chartered Accountant Year 2008
ICAI
Bachelor of Commerce (Honors) –
Rajdhani College, Delhi University (First Division)
Class XII –
CBSE
Year 2006
Year 2003
Work Experience
EXL Service
July 2012 – Till date
Senior Manager (Pricing & FP&A)
Key Responsibilities and Job description:
Leading Pricing and FP&A for Insurance vertical of EXL, which is the largest reported business vertical at EXL (Revenue $200M);
Pricing Function responsibilities:
 Responsible for Pricing and creating commercial responses on RFP’s, RFI’s & RFS’s for ITES BPO, IT Application development,
maintenance and integrated services;
 Responsible for driving and developing organization wide Contracts Renewal Strategy, which was inducted by the CFO. Created
the structure and approach of the strategy and responsible for effective maintenance of the strategy. Responsible for building
multiple scenario sensitivity enabled models for Executive Committee decisions and responsible for creating contracts renewal
deck for the Executive Committee (CEO, COO, CFO, CIO, Head of Client Services & Head of Outsourcing) to update them on the
progress of the strategy and its results thus far;
 Responsible for understanding business and creating Pricing Models for new stream of business and acquisitions like EXL Trumbull
(Insurance Subrogation Business in US) and EXL Platform Business services.
 Working exclusively on US delivery location opportunities. Creating profitability impact for each such opportunity. Building
pricing model and strategy for US delivery location business;
 Responsible for commercials section in MSA and SOW’s. All MSA and SOW’s can only be signed after Pricing team’s approval;
 Work in close co-ordination with cross functional teams like Front End Sales team, Technology Team, Solution & Migrations Team
and Operations Team, operating out of multi geographical locations;
 Holding a Deal Review Committee (DRC), consisting of at least 2 Executive Committee members to review commercials and
solution on all large and strategic deals (100 FTE +);
 Holding regular reviews of Pricing and commercials with Executive Committee members. Updating them on all potential risks in the
opportunity, incorporating the changes suggested and taking their final Go ahead for quoting prices to customer;
 Taking Part in customer calls to provide clarification to customers on the commercials quoted and its applicable terms and
conditions;
 Creating Sensitivity enabled models for the Business Leaders and Executive Committee for quick decision making and changes to
pricing on quick bids like an E-bid scenario;
 Working on initiatives to improve margins on existing business. By creating multiple scenarios along with Operations team and
creating respective impact on the profitability;
 Responsible for creating and maintaining standard norms and clauses on favorable commercial positions and exception approval;
Rajat Monga
CA, B.Com (Hons)
B-72, Sector 122, Noida-201301
+91-9910021111
Email: monga.rajat@gmail.com

2. FP&A Function responsibilities:
 Responsible for Forecasting revenue by client and rolling up to business unit level;
 Forecasting profitability till GM level for full year based on trend experienced and expenses / measures planed for the rest of
the year at individual client level and Business Vertical level;
 Analyzing and Tracking revenue and gross margins by client, review the impact of new win & losses in view of projected organic
growth of the Insurance Business Vertical;
 Leading & Supervising a team of bright FP&A professionals;
 Working with Operations leaders to arrive at focused and corrective action plan to overturn below budget profitability.
 Responsible for presenting Business Vertical Revenue and Profitability forecast to CEO in monthly business vertical review
meetings.
 Highlighting critical business measures and success / risk factors on which the forecast is drawn and key risks built inside the
forecast to CEO, COO and Executive Committee members in Monthly review meetings;
 Responsible for Annual Budgeting exercise of the Insurance Business Vertical.
HCL Technologies Limited
November 2010 – July 2012
Associate Manager
(Business Finance Cell – Large Deals Pricing)
Key Responsibilities:
 A member of the exclusive large deals evaluation team, which evaluates opportunities higher than USD 25 mn for new
customers and USD 10 Mn for existing customers
 Creating commercial responses to RFP’s received from prospective clients for IT application development, infrastructure
management and Off-shoring solutions offered by HCL.
 Pricing customized IT solutions prepared by IT delivery team based on standardized financial norms like Region wise
Salary levels, standard overhead loading, and cost mark ups for achieving acceptable Net Profit Margins.
 Creating Deal P&L or profitability statement for each opportunity to analyze profit made at Gross Margin and Net
Margin level.
 Negotiating and agreeing on Deal price with Top Sales and Delivery Management in HCL.
 Coordinating and discussing with Senior Management of HCL including the CEO for approving deal prices below target
Net Margins and deals requiring investments like Assets / KT amortization
 Providing customized prices to HCL’s customers, based on specific customer pricing models like Fixed price, Time &
Materials, Transaction / application based pricing & Infrastructure as a service(IAAS) etc.
 Presenting Customer Saving’s Business Case to the customer, elucidating the savings the customer shall make on selecting
HCL as the service provider
 Negotiating Deal price and price impacting commercial clauses directly with HCL’s customers.
 Creating Sensitivity based price models in order to arrive at the margin / profit made on the final negotiated price
 Review and mark up of MSA’s, Pricing provisions (Schedule 4) to mitigate hidden financial risks and exposures
 Responsible for creating deal tracker and MIS for sending monthly reports on deals pursued to the Chairman and CEO of
HCL Technologies
Key Highlights during expericience in Deal Pricing and Commercials :
 Achieved the highest Rating in entire Finance function for Year 2013 Appraisals at EXL
 Evaluated large deals all around the globe from Americas to Europe.
 Evaluated deals in all IT and IT enabled services space including IT Application development and IT Infrastructure
Management, ITES BPO, Insurance Subrogation & Platform Business Service offerings;
 Created Pricing models for multiple locations spanning over India, Philippines, Europe and USA;
 Enabled deals win close to USD 1,000 million in a span of 2 years, Out of which 2 deals were for USD 350 mn each.
 Created Contract Renewal Strategy for EXL and successfully renewed contracts with combined value of USD 60 mn per
annum with long term commitments;
 Traveled to UK & US for face to face Commercial Negotiations & Pricing with the client on a USD 350 mn deal in BFSI
space, was able to effectively negotiate and agree on critical issues, which resulted in a ‘Win Win’ Situation for Client
and HCL
 Pursued and won TPI, GSO and other consultant lead deals with sales team.
 Conducted Training and Knowledge Sharing Sessions for passing on key learning’s on large deals and contractual
positions for the benefit of team
 Have valid US and UK Business Visa.

3. BMR Advisors
July 2008 – November 2010
Associate
(Transaction & Risk Advisory)
Key engagements undertaken:
Transaction Advisory Services: A part of the Transaction services group in BMR. Conducted several Financial Due Diligence reviews
for Private Equity firms, Private and high net worth individuals and Venture Capitalists. Independently led reviews of individual entities
and reported observations which would adjust the deal valuation.
Process and SOX advisory: Conducted Process and Sox advisory engagement involving Sox testing and implementation of BPM tool
(ARIS)
Grant Thornton
May 2006 – July 2008
(Business Advisory and Management Cosulting)
 Business / Specialist Advisory:
 Fortune 100 - Automobile parts manufacturing company – Performance improvement
 World Bank - Post procurement review
 Audit and Assurance Services : Assisted audit engagements in the Health Care and Ceramics sectors by working in audit teams
with Grant Thornton;
Achievements
“Best Performer for the Q4 2014” – EXL
Value Performer Award for May – June 2013 at EXL
Promoted in the first year of joining in HCL
“BMR appreciation award” – December 2008
Awarded for exceptional performance
Awarded for pursuing and implementing an organization
wide contract renewal strategy
Promoted to Associate Manager in Nov 2011
For exceptional performance during quarter ended
December 2008.
Skills
 Excellent Verbal and Written Communication skills;
 Excellent Business / Pricing Modeling Skills;
 Proficient in Microsoft Office including Word, Excel & PowerPoint as well as other tools.
Personal Details
Date of Birth January 4, 1986
Marital Status Married
Languages Known English,Hindi
Nationality
Family Background
Indian
Belong to a professionally qualified family
Place: New Delhi (Rajat Monga)