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.
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
• Engage with Intermediaries and advisors
• Engage with other Practice Partners for Integrated, Multi Tower deals.
Basic Qualifications:
• 10+ 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
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