Drive commercial strategy for large and strategic deals by shaping pricing, deal structures, commercial models, risk mitigation, contract negotiations, and margin optimization while improving win rates and enabling cutting-edge business outcomes.

Key Responsibilities

1. Deal Commercial Strategy

·Lead commercial engagement from pre-RFP through contract signature.

- Define pricing strategy aligned to customer business and financial objectives.
- Develop Price-to-Win recommendations through market benchmarking and competitive analysis.
- Provide commercial advisory to Sales, Solution, Delivery, Finance, and Leadership teams.

2. Commercial Modeling & Pricing

·Own pricing templates, assumptions, cost models, and financial business cases.

- Design innovative commercial constructs including:
- Conduct scenario analysis, sensitivity analysis, and profitability assessments.

3. Deal Structuring & Investment Recovery

·Structure multi-year commercial arrangements.

- Design customer investment recovery mechanisms.
- Build transformation funding models.
- Develop bundled commercial offerings and strategic incentives.

4.



Contract & Commercial Risk Management

·Review commercial terms, contractual obligations, penalties, liabilities, and pricing commitments.

- Evaluate contract redlines and identify financial or operational risks.
- Partner with Legal and Finance to improve contractual outcomes and reduce leakage.

5. Customer Commercial Discussions

·Present and defend pricing strategy directly with customers.

- Explain commercial assumptions, value realization, and pricing rationale.
- Support leadership during commercial negotiations.

6. Commercial Governance

·Ensure compliance with margin thresholds, pricing guardrails, and approval policies.

- Maintain deal documentation and approvals.
- Drive governance reviews for strategic deals.

7. Commercial Innovation

·Create reusable commercial playbooks and frameworks.

- Develop AI-era pricing models and outcome-based constructs.
- Standardize pricing methodologies across service offerings.
- Drive commercial best practices enterprise-wide.
- 10+ years experience

📌 Commercial Strategy (India)
🏢 LTM
📍 India