The role will entail overseeing a number of RFP pursuits, mining focus accounts, hunting new logos, sector specific strategies and driving the supporting solution team to provide a credible and quality response to client’s requirements.
Cognizant Infrastructure Services – Provides IT infrastructure & Cloud services for clients across industry verticals, including both Consulting/Professional and Managed Services, across Enterprise Computing, Data Centers, End User Computing, Service Desk, Network Services, Environment Management Services, DevOps and Cloud.
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• Responsible for supporting business development working in Healthcare vertical, with a focus on deals in the $10-$30+m TCV range encompassing a range of Infrastructure services.
Proactively educate, generate interest and demand in Infrastructure Services service within industry vertical teams and clients
• Drive infrastructure service offerings and capabilities into specific verticals and target accounts to drive revenue growth
• Assist the Opportunity Owner and Service Line with deal qualifications
• Work with the Opportunity Owner in setting the sales strategy and win plan
• Own the solution proposition and delivery approach that will meet client’s requirements
• Ensure the business case for the opportunity is fully understood
• Present the proposal/solutions to customers
• Define the scope of the solution, overall solution strategy and framework
• Assist the pricing analyst to come up with a business case
• Work with Solution Architects and other teams to build the solution models
• Facilitate deal sign on and deal sign off, delivery assurance reviews and QA's
• Responsible for the executive communications and the executive summary in proposal
• Review most of the proposal content with assistance from the engagement team
• Responsible for the pricing in terms of a winning price and meeting and profitability targets
• Assist in the negotiation of price and SLAs
Key Skills and Experience:
Experience in participating in competitive bid situations with exposure to offshore based service models
Should have real time experience (in last 2 years) on leading pursuits involving intermediaries like ISG, PaceHarmon, WGroup etc
Experience in market rates for services related to remote infrastructure management
Experience/knowledge in services sizing for remote infrastructure support
Experienced within the Infrastructure Outsourcing / Managed services industry
• Commercial awareness – ability to understand quickly the client’s business case and price drivers
• Technical acumen within Infrastructure services
• Experience of working with a global delivery model and working with geographically dispersed solution teams
• Experienced in multiple infrastructure outsourcing pursuits where you acted as the pursuit lead architect
• Significant knowledge of Infrastructure Outsourcing covering some / all of the following areas - managed desktop services, remote infrastructure management, server hosting and helpdesk services
• Ability to engage with clients and present to C level / IT Director Audiences
• Motivated, self-starter who does not require significant over site
• Ability to forge relationships both within and external to organization
• Comfortable with travel (30-50%)
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