[Hiring] Commercial Excellence Lead - Propositions and GTM @Kyndryl

Role Description

You will own co-designing (with portfolio leads) the commercial architecture of our consulting portfolio: how each offer is priced, what it costs us to deliver, and the margin corridor it has to hold. Get that right and every proposition we launch is sellable at a price we can defend and a margin we can plan against. Get it wrong and the rest of the engine is pushing offers that don't pay.

This is not a deal desk. It is a small, deliberately senior team — you and three others — scoped to work on the commercial design of the portfolio itself and on how that scales across the portfolio and into practice – collaborating with global solutioning and pricing teams.

The interesting part is where pricing is going. Outcome-based commercial models and AI-era pricing are unsettled across the whole industry, and Kyndryl is unusually well placed to price on outcomes because we are the ones running the outcome. You will set our position on that.

What you'll do

• Own the commercial architecture of every priority proposition — pricing model, cost baseline and margin corridor — and get it approved and in place before launch, not after.
• Set our commercial strategy for emerging pricing models, including outcome-based and consumption or AI-linked pricing, and make them real in live deals.
• Build a library of reusable solution patterns and commercial shaping standards so teams stop rebuilding the same deal from scratch.
• Design commercial packaging and cross-practice bundling that lifts average deal size.
• Gain feedback loops from commercial firepower to lighthouse and must-win pursuits, and feed what you learn from wins and losses back into the portfolio.
• Build and lead a team of three, and act as the commercial voice in portfolio decisions alongside the strategy, enablement, narrative and operations leads.
• Partner closely with Finance and pricing authority, deal execution, practice and engineering leadership, our global go-to-market solutioning team and our alliance partners.

What this role does not own

• Deal approval authority sits with Finance and deal execution.
• Delivery estimates sit with practice and engineering.
• Individual seller quota sits in the markets.
• Your influence comes from designing the commercials, not from approving them.

How success is measured

• In year one, on the things you control: the share of priority propositions launching with an approved cost and price model, pricing and quote turnaround time, and reuse of solution patterns.
• Over time, on outcomes you share with the business: average deal size, cross-practice attach, margin accuracy against plan, and win rate on the pursuits you support.

Qualifications

• Substantial experience in commercial architecture, pricing strategy, deal shaping or a commercial or bid excellence leadership role, in professional services, technology services or enterprise software.
• A track record of designing pricing and commercial models for complex, multi-year enterprise services — not just applying a rate card.
• Fluency with cost baselines, margin modelling and the economics of a services P&L, and the credibility to hold a position with Finance.
• Experience shaping large, complex pursuits and the judgement to know which ones deserve your team's time.
• The ability to influence senior stakeholders who don't report to you, across geographies and functions.
• Experience building or leading a small, senior team.

What would set you apart

• Direct experience designing outcome-based, managed-service or consumption-based commercial models.
• Exposure to how AI is changing 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.

Compensation

The compensation range for the position in the U.S. is $179,760 to $341,520 based on a full-time schedule. Your actual compensation may vary depending on your geography, job-related skills and experience. For part-time roles, the compensation will be adjusted appropriately. The pay or salary range will not be below any applicable state, city or local minimum wage requirement.

• California (San Francisco Bay Area): $215,640 to $409,800
• California (All Other): $197,640 to $375,600
• Colorado: $179,760 to $341,520
• Massachusetts: $179,760 to $375,600
• New York City: $215,640 to $409,800
• Washington: $197,640 to $375,600
• Washington DC: $197,640 to $375,600

This position will be eligible for Kyndryl’s discretionary annual bonus program, based on performance and subject to the terms of Kyndryl’s applicable plans. You may also receive a comprehensive benefits package which includes medical and dental coverage, disability, retirement benefits, paid leave, and paid time off.

Benefits

• Medical and dental coverage
• Disability benefits
• Retirement benefits
• Paid leave
• Paid time off

Applications

Applications will be accepted on a rolling basis.

Diversity and Inclusion

Diversity is a whole lot more than what we look like or where we come from, it’s how we think and who we are. We welcome people of all cultures, backgrounds, and experiences. Our Kyndryl Inclusion Networks are only one of many ways we create a workplace where all Kyndryls can find and provide support and advice.

What You Can Expect

With state-of-the-art resources and Fortune 100 clients, every day is an opportunity to innovate, build new capabilities, new relationships, new processes, and new value. Kyndryl cares about your well-being and prides itself on offering benefits that give you choice, reflect the diversity of our employees and support you and your family through the moments that matter.