Practice Director

3 days ago

Gurugram, India Everest Group Full time

About Everest Group


Confident decisions driven by deep expertise and tenacious research. Everest Group helps business leaders confidently navigate today’s market challenges, driving maximized operational and financial performance and transformative experiences. Our deep expertise and tenacious research focused on technology, business processes, and engineering through the lenses of talent, sustainability, and sourcing delivers precise and action-oriented guidance. For more information, visit For details on what a career with Everest Group looks like, please visit


Job Overview


This role is part of the Commercial and Solution Analytics (CSA) practice, which assists buyers and service providers with pricing decisions in outsourcing arrangements. On the buy-side, the practice advises buyers on optimizing their sourcing spend by providing fair market price comparable for outsourced services, by understanding the delivery cost structures, and by rationalizing their IT BPO portfolio. On the supply-side, the practice helps providers by providing price benchmarks vis a-vis peers, identifying improvement opportunities in their delivery capabilities, understanding competitive operations and, and improving win-rates in outsourcing deals.


The role is focused on providing insights to Everest Group’s clients on optimizing the pricing and commercial terms of their key enterprise software licenses. The individual should be able to lead analysis and problem solving, manage clients, develop team members, shape new services/capabilities and work with senior leadership and marketing to take the new capabilities to market. The role reports directly into the VP/Partner.


Key Responsibilities:

  • Execute against client mandates by leading a team on analysis, reporting, and client syndication against agreed milestones.
  • Work with senior executives to develop complex and compelling scenarios, which enable them to solve strategic software license commercial issues
  • Build and maintain the software license benchmarking databases (including metrics related to pricing, T&Cs, performance metrics, etc.) with oversight from practice leaders.
  • Support the institution of mechanisms for ongoing database updates
  • Actively contribute to Business Development via proposal shaping, client walkthroughs, responding to RFPs, seeding opportunities, creating thought leadership artefacts, and by partnering closely with Everest Group’s sales and marketing teams
  • Manage client relationships at middle to senior stakeholder groups
  • Supervise team activities and take an active role in the professional development, growth and mentoring of her/his team members
  • Facilitate the growth and evolution of the practice, by helping in the hiring and management of a team of analysts
  • Assist other teams with pricing/contracting related inquiries and projects, as needed


Education and Experience

We are seeking a high calibre individual to maintain our exceptional standards. This person should have:

  • 6 to 9 years of experience in one of the following
  • Sourcing advisory or IT advisory firms (with emphasis on IT cost management or IT asset management – SAM* and/or FinOps)
  • Exposure to pricing and commercial engagement approaches of multiple enterprise software types (for example, but not restricted to SAP, Oracle, Microsoft, Workday, Salesforce, ServiceNow, Public cloud platforms – AWS, Google, etc.).
  • Robust understanding of the following
  • Preferred commercial models adopted by enterprises, and their pros/cons
  • Applicable discounting slabs and scenarios where they are applicable
  • Negotiation levers that enterprises can use
  • Module based pricing and how service providers offer discounts and/or value-adds
  • Usage patterns observed across subscription, perpetual, and other licensing models
  • Strong client presence and presentation skills
  • Strong relationship orientation
  • Strong ownership and leadership traits
  • Excellent written and oral communication skills
  • Collaborative work style; strong interpersonal and team skills
  • MBA preferred but the right experience is more important




Everest Group complies with the GDPR, CCPA/CPRA and other data protection regulations. For more information on how Everest Group processes your personal information, please read our Privacy Notice ( applicants-employees-and-contractors/). By submitting this application, you indicate that you have read and understand our privacy terms and consent to the processing of your personal information by us. To exercise your data subject rights under GDPR, CCPA/CPRA you can fill in our form available at Data Rights – Everest Group (everestgrp.com). You can email your data protection request to

Everest Group is an equal opportunity employer. We have a culture of inclusion, and we provide equal opportunities for all applicants and employees, including those with disabilities. We are committed to providing an environment that is free of all discrimination and harassment and to treating all individuals with respect.

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