Commercial Excellence Lead – Propositions and GTM

Kyndryl

. Own the commercial architecture of every priority proposition, including pricing model, cost baseline, and margin corridor .

Posted 9/30/2026full-timeRemote • New York • United StatesSenior💰 $179,760 - $341,520 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in commercial architecture and pricing strategy, with a strong focus on designing and implementing innovative pricing models such as outcome-based and consumption-based pricing. Proven ability to lead teams and influence stakeholders while driving improvements in deal shaping and commercial excellence.

Highest-signal resume keywords

Commercial ArchitecturePricing StrategyDeal ShapingTeam LeadershipStakeholder Influence

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pricing Model DesignCost Baseline AnalysisMargin ModellingP&L EconomicsOutcome-Based PricingManaged-Service PricingConsumption-Based PricingComplex Pursuit ShapingCommercial ExcellenceJoint-Offer Economics

Soft Skills

Influencing Senior StakeholdersTeam Building

Industry Keywords

Professional ServicesTechnology ServicesEnterprise SoftwareCommercial/Bid ExcellenceSystems Integration

About the role

Key responsibilities & impact

Own the commercial architecture of every priority proposition, including pricing model, cost baseline, and margin corridor
Set commercial strategy for emerging pricing models, including outcome-based, consumption-based, and AI-linked pricing
Implement emerging pricing models in live deals
Build reusable solution patterns and commercial shaping standards
Design commercial packaging and cross-practice bundling to increase average deal size
Establish feedback loops from commercial activity to lighthouse and must-win pursuits
Feed lessons from wins and losses back into the portfolio
Build and lead a team of three
Serve as the commercial voice in portfolio decisions
Partner with Finance, pricing authority, deal execution, practice and engineering leadership, global go-to-market solutioning, and alliance partners
Measure and improve proposition cost and price model approval, pricing and quote turnaround, solution-pattern reuse, average deal size, cross-practice attach, margin accuracy, and pursuit win rate

Requirements

What you’ll need

Substantial experience in commercial architecture, pricing strategy, deal shaping, or commercial/bid excellence leadership in professional services, technology services, or enterprise software
Track record designing pricing and commercial models for complex, multi-year enterprise services
Fluency with cost baselines, margin modelling, and services P&L economics
Experience shaping large, complex pursuits
Ability to influence senior stakeholders across geographies and functions
Experience building or leading a small, senior team
Direct experience designing outcome-based, managed-service, or consumption-based commercial models
Exposure to AI-related services pricing, effort models, and value capture
Background at a large professional services or systems integration firm, or in a commercial excellence or deal desk function at scale
Experience with partner and alliance joint-offer economics

Benefits

Comp & perks

Discretionary annual bonus program based on performance
Medical and dental coverage
Disability benefits
Retirement benefits
Paid leave
Paid time off
Employee learning programs
Access to certifications, including Microsoft, Google, Amazon, Skillsoft, and many more
Company-wide volunteering and giving platform
Diversity and inclusion support through Kyndryl Inclusion Networks