Job Description

Role Overview

For the client engagement, candidate will be responsible for leading strategic deal pursuits, shaping commercial and delivery models, and ensuring a balanced approach between client value and organizational profitability. This role requires strong expertise in deal sizing, pricing strategies, pyramid mix, location mix, competency mix, and technology solutions.

Key Responsibilities

• Develop innovative pricing models and commercial strategies to achieve win-win outcomes.

• Design pyramid mix (role distribution), location mix (onshore/offshore), and competency mix aligned with client needs and cost optimization.

• Ensure compliance with organizational governance and risk frameworks.

• Collaborate with solution architects to define technology stack and delivery approach.

• Create transformation roadmaps integrating business and technology objectives.

• Articulate deal strategy and value proposition to C-level executives.

• Lead conversations on commercial terms, risk mitigation, and delivery models.

• Guide presales and bid teams through the pursuit process.

• Mentor junior team members and foster a collaborative environment.

Job Requirement

• 15+ years in IT services with at least 3 years in solution integration and deal shaping.

• Expertise in commercial models: Fixed Price, T&M, Gain Sharing, Subscription-based.

• Pricing levers: Rate cards, risk/reward mechanisms, cost drivers.

• Global delivery models and governance frameworks.

• Strong negotiation, executive presence, and ability to influence senior stakeholders.

• Bachelor’s degree (MBA preferred).