IT Infrastructure Services Large Deal Pursuit Director - Cognizant Technology Solutions - New York

Job description

Cognizant seeks an experienced business development executive to manage all aspects of large/strategic/complex IT infrastructure services deal pursuits. This new executive will own the entire pursuit lifecycle and oversee execution of the entire bid management process from qualification to solutioning to review & sign-off. This leader will design compelling, innovative and competitive propositions based on specific customer needs in collaboration and partnership with all appropriate internal and external teams.
The Large Deal Pursuit Director can be based anywhere in the North America and will be required to travel as needed to serve the business.

Responsibilities:

Manage entire sales cycle of multi-year, multi-million dollar large/strategic/complex deals
End-to-end management of infrastructure sourcing, client presentations, pricing & negotiations
Leverage Best-in-Class framework in developing a holistic, end to end proposition to meet customer business objectives
Ensure overall win themes, solution, financials, risks & key assumptions are in line with customer requirements
Utilize industry benchmarks to provide Best-in-Class approach
Leverage Cognizant capabilities, IP & Alliances as appropriate to design a compelling, winning & innovative proposition
Plan & coordinate with multiple internal & external support functions for a timely response to meet customer requirements
Drive & participate in commercial discussions with FP&A teams & obtain final executive sign-off in terms of margins, profitability etc.
Articulate & defend overall solution construct in internal & external forums (including customer presentations)
Oversee creation of appropriate financial models/ constructs in line with margins agreed at a Practice & Account level
Liaise with & jointly work on overall solution in consultation with Enterprise Architect, Solution Architect, Delivery Manager, Transition Lead, Transformation Lead & other enabling functions
Contribute to Practice initiatives – creation of knowledge repository, defining/streamlining processes, recruitment, service catalog design, etc.
Orchestrate & manage pre-sales activities (MVD, Orals, Due Diligence, Transition, etc.) for shortlisted/ qualified ITO deals & other BD related activities such as customer presentations, demonstrations, visits in coordination with Bid Team
Analyze market trends & define penetration strategies to address opportunities

Basic Qualifications:

15 years of related experience.
Bachelor’s degree in engineering, business or related field.
Prior experience in leading global/complex outsourcing opportunities
Proven track record within sales & business development function
Deal sourcing experience & capability, with variance in deal sizes, ranging from USD 10 million to USD 100 million+

Additional preferred qualifications include:

MBA from a well-respected university

Ability to operate and deliver independently without significant oversight
Customer & business orientation, with sound commercial & financial awareness
Strong technical & delivery knowledge of infrastructure technology & services
Experienced in a wide range of technology areas with strong domain knowledge of infrastructure services
Excellent sales/management/coordination skills
Excellent verbal & written communication skills
Excellent presentation skills

Cognizant is an Equal Opportunity Employer M/F/D/V. Cognizant is committed to ensuring that all current and prospective associates are afforded equal opportunities and treatment and a work environment free of harassment.

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