About the Company
We are a global business services company delivering Global Capability Center (GCC), Business Process Outsourcing (BPO), Knowledge Process Outsourcing (KPO), Managed Services, Professional Services, and Consulting solutions to enterprises worldwide.
Our focus is on building high-performing offshore capabilities that enable organizations to improve operational efficiency, scale rapidly, and achieve measurable business outcomes. As we continue to expand globally, we are seeking an experienced commercial leader to define, strengthen, and scale our market offerings.
Position Summary
The Head – Commercial Strategy, Solutions & Go-to-Market will be responsible for shaping the company's commercial strategy and service portfolio. This executive will lead the development of differentiated solutions, pricing frameworks, go-to-market strategies, sales enablement assets, and commercial models that support sustainable growth across global markets.
This role requires a strategic thinker with deep experience in outsourcing, consulting, managed services, or global capability centers who can bridge market opportunities with scalable service offerings.
Key Responsibilities
Commercial Strategy -
- Develop and execute the company's commercial strategy across GCC, BPO, KPO, Managed Services, Consulting, and Professional Services.
- Define market positioning, value propositions, and competitive differentiation.
- Identify growth opportunities across industries, geographies, and service lines.
- Partner with executive leadership on strategic business initiatives and expansion plans.
Service Portfolio & Solution Development -
- Design, package, and continuously enhance scalable, market-ready service offerings.
- Develop industry-specific solutions aligned to client business challenges.
- Standardize service catalogs, engagement models, delivery frameworks, and solution documentation.
- Ensure offerings are outcome-driven and aligned with market demand.
Commercial Models & Pricing -
- Develop pricing strategies and commercial frameworks across multiple engagement models.
- Establish pricing governance, profitability guidelines, and commercial policies.
- Benchmark market rates, competitor offerings, and commercial practices.
- Support strategic deal structuring and complex commercial negotiations.
Sales Enablement -
- Build sales playbooks, solution decks, proposal templates, case studies, and value propositions.
- Develop industry-specific messaging and sales collateral.
- Create ROI frameworks, commercial calculators, and executive presentation material.
- Train and enable sales, business development, and account management teams.
Solution Architecture -
- Collaborate with delivery and operations teams to design commercially viable solutions.
- Define operating models, governance structures, SLAs, KPIs, transition plans, and service frameworks.
- Ensure commercial proposals align with operational capabilities and financial objectives.
Market Intelligence -
- Continuously monitor industry trends, customer needs, competitor strategies, pricing, and emerging opportunities.
- Recommend new service offerings, market expansion initiatives, and strategic partnerships.
- Provide regular commercial insights to executive leadership.
Leadership & Cross-Functional Collaboration -
- Partner with Sales, Delivery, Operations, Finance, Marketing, HR, and Product teams to drive commercial excellence.
- Represent the company in executive client meetings, workshops, and strategic engagements.
- Mentor commercial and business development teams on solution selling and consultative engagement.
Qualifications
Education -
- Bachelor's degree in Business, Engineering, Technology, Finance, Management, or a related field.
- MBA or equivalent postgraduate qualification preferred.
Experience -
- 12+ years of leadership experience in BPO, KPO, GCC, Consulting, Managed Services, IT Services, or Global Business Services.
- Demonstrated experience in developing and commercializing service offerings.
- Strong understanding of outsourcing operating models, shared services, enterprise transformation and GCCs.
- Experience building pricing strategies, commercial models, and solution portfolios.
- Proven experience supporting enterprise sales organizations and strategic pursuits.
- Experience working with global enterprise clients across North America, Europe & UK.
