Commercial Strategy

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 innovative 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