Richard H. Miller
Brambleton,Virginia
Summary
Strategic deal team leader with 25+ years of global experience leading commercial teams and closing $15B+ in Total Contract Value. Deep expertise in managing complex, multi-geography deals and structuring transformational outsourcing, cloud, and managed services engagements. Skilled in commercial strategy, pricing, and risk management, with a strong track record of leading cross-functional bid teams and leveraging competitive insights to optimize proposals and outcomes. Proficient in a range of leadership and strategy skills, with experience in complex deal management, commercial strategy & pricing, competitive analysis, managing diverse go-to-market teams, drafting proposals including government and commercial (RFP/RFI/sole source), managing risk & compliance, and leveraging proposal and pricing automation tools as well as leveraging AI & AI data-driven insights.
Overview
35
35
years of professional experience
Work History
Strategic Advisor
Oracle
Reston, Virginia
09.2022 - 10.2025
- Drove revenue growth and deal success across ISV, Communications & Media, Multi-Cloud, and Managed Service Provider sectors, creating competitive deal strategies and closing multi-million-dollar transactions.
- Collaborated with VP of Sales (Communications & Media) to define deal strategies, align solution teams, and maximize Oracle's value proposition.
- Presented pricing strategies and business cases directly to customer CIOs and executive leadership, ensuring alignment and credibility.
- Enabled customer workforce optimization in multiple pursuits by highlighting future-state solutions with technical teams.
- Developed global account strategies with Oracle Global Account Managers for Global Service Provider customers.
- Managed global co-sell and co-delivery motions with Global Service Providers, strengthening Oracle's joint market presence.
- Supported $300M+ in high-value transactions.
Commercial Director
Dell Technologies
Reston, Virginia
01.2020 - 09.2022
- Drove strategic deal pursuits for Dell's Top 300 accounts, directly supporting opportunities with >$25M in annual recurring revenue.
- Led commercial response for strategic pursuits involving Dell hardware, VMware, installation, and multi-year support services, influencing deals worth hundreds of millions.
- Collaborated with enterprise clients across Telco, Banking, Insurance, Retail, and Logistics to shape solution design and deal structures.
- Partnered with Dell Financial Services to align deal structures with customer cash flow and funding strategies.
- Developed executive-ready business cases comparing Dell solutions against HP and hyper-scalers to drive competitive take-outs.
- Delivered end-to-end deal support including account planning, pricing strategy, proposal development, executive presentations, and contract negotiation.
Senior Principal
DXC Technology
Tysons Corner, Virginia
04.2009 - 01.2020
- Conducted complex global outsourcing pursuits across the US and Europe, directly supporting deals generating $50M-$300M in annual recurring revenue.
- Managed end-to-end commercial processes-from account planning and business case development to P&L, proposal creation, C-suite engagement, and contract negotiation.
- Led commercial teams on global outsourcing pursuits for DXC across Applications, Engineering, ITO, and Workplace services, securing multi-industry deals in Aerospace, Automotive, Banking, Insurance, Manufacturing, Technology, and Telecom.
- Built global pricing strategy for GBS business unit, led the creation of go-to-market rate cards across thirty countries, enhancing competitiveness and margins. Trained sales professionals on use of rate cards, pyramid pricing, and managed services pricing concepts.
- Renegotiated a $1B global application maintenance deal with a Swiss insurer-and extended contract by 10 years. Led commercial teams for $1B+ pursuits with a large German banks and insurance companies.
- Directed large-scale pursuits across DACH, France, and the UK, managing deal strategy, cross-functional teams, and commercial negotiations. Lived and worked in Switzerland and Germany for 6 years, aligning strategies with regional market dynamics and providing commercial leadership for key Central European accounts.
- Supported multi-billion-dollar European pipeline, by building and managing a 12-member pricing team based in Germany & Czech Republic, providing regional pursuit coverage. Leveraged deal desk resources in India to further scale pursuit coverage in Europe.
- Supported multi-billion-dollar US pipeline, by recruiting, hiring, and training India based resources forming first offshore deal desk for pricing functions, creating a lower cost deal desk while expanding capabilities around the globe.
Vice President
Tech Mahindra | Satyam
Vienna, Virginia
12.2006 - 04.2009
- Directed the Strategic Deals Group commercial team for US and European clients, spearheading $15-30 M ARR pursuits and helped develop a $9B deal pipeline.
- Spearheaded global business development for application, consulting, and engineering services, driving new pursuits.
- Orchestrated US, European, and India-based capability presentations for customers. Presented capabilities, solutions, business cases, and pricing options to customers around the globe.
- Directed end-to-end commercial execution, from strategic account planning and business-case development through pricing, P&L ownership, proposal formulation, executive briefings, and contract negotiations.
Director
Computer Sciences Corporation
Falls Church, Virginia
01.2000 - 12.2006
- Managed commercial aspects for complex global outsourcing deals worth $25-200M ARR across US and European markets.
- Led financial strategy for new business pursuits across CSC's Global Business Services (Applications & Engineering) and Global Infrastructure (ITO data center & managed workplace), targeting Aerospace & Defence, Banking, Insurance, Manufacturing, Retail, and Telecom.
- Supported customer relationship development, strategic account planning, business-case modelling, pricing and P&L management, proposal and presentation crafting, and contract negotiations.
- Managed due diligence teams, pricing teams, and deal handover to delivery teams.
- Provided strategic finance support for billing processes and legal dispute resolution, safeguarding revenue integrity.
Manager- Contracts & Pricing
Unisys Corp
01.1991 - 01.2000
- Managed commercial aspects for complex US public sector new business pursuits worth $25-150M ARR and honored with the 1999 President's Eagle Award for securing a $1B ITO deal.
- Directed finance and commercial strategy for systems integration, outsourcing, and justice/public safety deals, integrating Unisys and third-party solutions for Federal and State and Local Government customers.
- Orchestrated end-to-end deal execution-from business-case modelling and pricing/P&L management to proposal development and contract negotiations.
Education
BA - History
GEORGE MASON UNIVERSITY
FAIRFAX, VIRGINIA01.1987
Skills
- Strategic deal leadership
- Global experience
- Commercial team management
- Complex deal management
- Outsourcing engagement structuring
- Cloud services expertise
- Managed services expertise
- Commercial strategy development
- Pricing strategies
- Risk management
- Cross-functional bid leadership
- Competitive insights
- Proposal optimization
- Deal desk creation and management
- CPQ and pricing tools
- Competitive analysis
- Go-to-market team management
- Proposal writing
- Government and commercial proposals
- RFP and RFI management
- Sole source proposals
- Risk compliance management
- Business case and savings
- Detailed pricing models
- Managing P&L, cash flow models
- Managing bill of materials models
- Financing alternatives
- Proposal automation tools expertise
- Pricing automation tools expertise
- AI utilization for insights
Training
Commercial and Technical Training, Minimum 50 hours annually for 25+ years.
Timeline
Strategic Advisor
Oracle
09.2022 - 10.2025
Commercial Director
Dell Technologies
01.2020 - 09.2022
Senior Principal
DXC Technology
04.2009 - 01.2020
Vice President
Tech Mahindra | Satyam
12.2006 - 04.2009
Director
Computer Sciences Corporation
01.2000 - 12.2006
Manager- Contracts & Pricing
Unisys Corp
01.1991 - 01.2000
BA - History
GEORGE MASON UNIVERSITY