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 **Role Focus** **:** **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 + 10+ years of experience in IT Services solution architecting (estimation, solution scrubbing, and rate card construction) + **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. Cognizant is an equal opportunity employer that embraces diversity, champions equity and values inclusion. We are dedicated to nurturing a community where everyone feels heard, accepted and welcome. Your application and candidacy will not be considered based on race, color, sex, religion, creed, sexual orientation, gender identity, national origin, disability, genetic information, pregnancy, veteran status or any other protected characteristic as outlined by federal, state or local laws.