Commercial Excellence Lead – Propositions and GTM

This is a fully remote position, open to applicants in New York.

📋 Description

• Take ownership of the commercial architecture for each key proposition, encompassing the pricing model, cost baseline, and margin corridor.

• Develop commercial strategies for new pricing models, such as outcome-based, consumption-based, and AI-related pricing.

• Execute emerging pricing models within active deals.

• Create reusable solution patterns and establish standards for commercial shaping.

• Design commercial packaging and cross-practice bundles to enhance average deal size.

• Set up feedback mechanisms from commercial activities to inform lighthouse and must-win pursuits.

• Integrate insights from both successful and unsuccessful outcomes back into the portfolio.

• Build and manage a team of three professionals.

• Act as the commercial representative in portfolio decision-making.

• Collaborate with Finance, pricing authorities, deal execution teams, practice and engineering leadership, global go-to-market solutioning, and alliance partners.

• Assess and enhance proposition cost and price model approvals, pricing and quote turnaround times, solution-pattern reuse, average deal size, cross-practice attachment, margin accuracy, and pursuit win rates.

⛳️ Requirements

• Significant experience in commercial architecture, pricing strategy, deal shaping, or leadership in commercial/bid excellence within professional services, technology services, or enterprise software.

• Proven history of designing pricing and commercial models for intricate, multi-year enterprise services.

• Proficiency in cost baselines, margin modeling, and services P&L economics.

• Experience in shaping large-scale, complex pursuits.

• Ability to influence senior stakeholders across various geographies and functions.

• Experience in building or leading a small, senior-level team.

• Direct experience in designing outcome-based, managed-service, or consumption-based commercial models.

• Familiarity with pricing for AI-related services, effort models, and value capture techniques.

• Background in a large professional services or systems integration firm, or in a commercial excellence or deal desk capacity at scale.

• Experience with economics related to partner and alliance joint-offers.

🏝️ Benefits

• Discretionary annual bonus program linked to performance.

• Comprehensive medical and dental coverage.

• Disability benefits.

• Retirement benefits.

• Paid leave.

• Paid time off.

• Employee learning programs.

• Access to certifications from Microsoft, Google, Amazon, Skillsoft, and many others.

• Company-wide volunteering and giving initiatives.

• Support for diversity and inclusion through Kyndryl Inclusion Networks.