A senior business executive and principal member of a global large deals pursuit team. This role is a global role, across all industries, responsible for supporting over $15 Billion in Total Contract Value (TCV) across the Americas, Europe Middle East & Africa (EMEA), and Asia Pacific & Japan (APJ). This role is responsible for ensuring price and solution for multi-service (Consulting, ITO, & BPO) tower deals are both competitive and profitable. It requires expertise to win complex, multi-service outsourcing technology and services deals
- Market Benchmarking - Hands-on experience using market data to benchmark price and solution.
- Quantify the highest price & margin we can bid and still win.
- Pricing & Costing - Hands-on experience costing and pricing the economics of a large deal.
- Solutioning - Hands-on experience constructing a solution for a large deal and augmenting that solution to fit the client’s needs.
- Business Case creation – Develop a savings case for a client without the client providing data.
- Use market benchmarks in lieu of existing costs
- Build a PoV based on the contrast from existing costs and best-practice
Business Impact:
- Oversee shaping of $15 Billion in Large Deal TCV
- Track record of supporting and winning large ($100M+ TCV) deals at a high volume
- Performance Metric: Supported TCV is more than $15B per year
- Improve profitability of that $15 Billion in TCV
- Uses price benchmarking to position Cognizant with a premium price.
- Uses solution benchmarking to identify cost reductions to ensure Cognizant’s price is both competitive and profitable.
- Utilizes a strategic pricing approach, not cost-plus margin pricing.
- Performance Metric: Sold margin on Large Deals averages 31%+
- Improve Win rates of that $15 Billion in TCV
- Avoidance of over pricing and under pricing
- Focused on client value proposition
- Performance Metric: Top-quartile win rate on Large Competitive deals, between 35-45%
- Shaping early-stage Mega deals, ($500M+ TCV)
- Able to produce a succinct client business case across multiple functions and disciplines
- Construct the opportunity that is client-centric and profitable for Cognizant
- Identify hurdles to overcome early in the sales process
- Performance Metric: Construct 4-12 mega deal opportunities per year
Leadership:
- Team oversight and development:
· Develop team members into future commercial leaders at Cognizant
- Organizational change leader:
- Able to lead organizational change management for a new business function
- Build credibility with other leaders and resources to effect change
- Able to step beyond their role and lead enterprise-wide initiatives. Actively helps peers in other organizations succeed. Mentors, serves as an indirect leader on teams.
- Role model:
- Highly polished level of professionalism and maturity
- Action oriented and leads by example; strong communicator; able to influence others; takes responsibility solving issues and meeting business and functional objectives; results and output driven; strong executive presence; maintains composure in stressful situations; always maintains professionalism.
- Collaboration:
- A trusted advisor of other leaders - opinion actively sought and valued by peers
- Able to work effectively with expansive teams with a wide range of skill sets and levels of expertise.
- Internal Stakeholders – Client Partners & SBU leads across all verticals and across the Americas and GGM. Advisory Relations Group, CLRM, Global Pricing, FP&A, GSA, Service Lines
- External Stakeholders – Third Party advisors, Cognizant clients
Organizational Hierarchy
· Reports to the Head of the Global Large Deals Team
· Lead a team of 25 resources, across geographies, with levels ranging between Assistant Vice-presidents and Senior Associates.
Experience Requirements:
- Bachelor’s degree (required)
- 25+ years of experience in the IT Services Industry in related functional areas (finance, procurement, IT services)
- 20+ years of experience working in a growth-oriented role, on ITO and BPO deals in 3 functions: Price benchmarking, Solution Architecture, and Finance.
- 10+ years of experience price benchmarking ITO and BPO contracts
o 10+ years of experience in IT Services solution architecting (estimation, solution scrubbing, and rate card construction)
o 5+ years of experience in Finance (pricing, costing, and P&L analysis)
· Experience leading and retaining a team of 20+ high performing practitioners with deep skills
· Demonstrated track record of closing deals over $100M in Total Contract Value (TCV).
- Deep experience building complex financial and solutioning tools within MS Excel.
- Expert-level user with MS Excel, PowerPoint, Word, Teams, PowerApps and other productivity tools.
· Ability to travel up to 33% for client meetings, collaboration sessions and quarterly meetings.