Deal Leader – Pursuit, Transition, Integration (Global Captive Center)
COGNIZANT OVERVIEW
Cognizant Technology Solutions (NASDAQ: CTSH) is one of the world’s leading professional services companies, transforming customers’ business, operating, and technology models for the digital economy. With annual revenues of $18 billion and a market value of $41 billion, we help global corporations adapt to market disruptions and build stronger, more agile, and innovative businesses.
At Cognizant, we give organizations the insights to anticipate what customers want and act instantly to deliver on those demands so our clients can achieve the goal of every modern business: staying one step ahead of a fast-changing world. In addition to honors such as being listed #185 on the 2021 Fortune 500, Cognizant was again named on Fortune’s List of the Global Most Admired Companies for 2022.
ROLE DESCRIPTION: Deal Leader – Pursuit, Transition, Integration (Global Captive Center)
Cognizant is seeking a Deal Leader – Pursuit, Transition, Integration (Global Captive Center). The role helps originate, shape, qualify, pursuit, transition, integrate and close large, strategic deals for the company. In this role, the leader will work closely together with the Executive Sponsor and Group Account Executive on key priority accounts, shape and develop propositions for our clients which support their business transformation, challenges or even unique business propositions such as joint ventures, go to market, captive acquisitions. The role will “quarterback” 100M+ dollar and mega deals and involving complex multiple tower solutions working with a wide set of external and internal stakeholders across the deal's sales lifecycle to continuously improve win ratio for Cognizant. The external stakeholders include but are not limited to CXOs and senior stakeholders across the business and technology functions in the customer organization, as well as third party advisors, private equity firms, industry analysts and sourcing advisors, eco-systems partners particularly hyper scalers and platform firms. The internal stakeholders include business unit leadership, corporate large deal team, global partnerships and alliance function, and analyst and advisor function, service line sales and solutions team, and key business support teams such as corporate development, marketing, finance, and HR.
ROLE RESPONSIBILITIES:
The Vice President, Deal Leader - Pursuit, Transition & Integration (Global Captive Center), reporting to the Corporate Large Deals Head Americas, will be responsible for the following:
• Large Deal Pursuit – Engages CXOs and senior stakeholders across the business and technology functions in the customer organization, as well as third party advisors, private equity firms, industry analysts and sourcing advisors, eco-systems partners to create the mindshare and spot large, strategic deal ideas that unlocks exceptional value for the client.
• Large Deal Shaping – In collaboration with the market commercial and sales team, engages client stakeholders define the business case, strategic options, roadmap and articulates the business value of the strategic idea, and helps share the opportunity.
• Large Deal Qualification - Provides independent perspective on opportunity size, deal profiling, and win probability to sales and delivery leaders
• Large Deal Transition - Provides independent perspective on opportunity size, deal profiling, and win probability to sales and delivery leaders.
• Large Deal Integration - Develop and execute integration strategies and plans for newly acquired businesses, ensuring alignment with overall company goals and objectives. Lead and manage cross-functional integration global teams, to ensure smooth and efficient integration of acquired businesses.
• M&A Global Captive Center(GCC) – Global Captive Center, advisory experience for Mergers and acquisitions
• Solution Development – Leads and supports multi service line pursuit team from the start of pursuit for qualified large deals. Define the win strategy, solution strategy, and pricing strategy based on the client's sourcing objectives, IT priorities, and business strategy. Works towards a unified solution and leverages understanding of company's unique offerings and capabilities in all stakeholder interactions. Engages with business heads, service line leaders, finance teams to finalize solution estimates and overall deal commercials. Collaborates with external entities like industry and sourcing analysts, consulting firms, design agencies, and eco-systems partners particularly hyper scalers and platform firms for defining compelling proposal. Communicates with senior management team at appropriate junctures during the pursuit and facilitates strategic pursuit decisions to improve win probability.
• Proposal Defense, Negotiation & Closure - Defines orals plan and participates in solution presentation with relevant artifacts such as solution decks, proof of concepts, interactive demos, and show cases the right client references with relevant past case studies to support the proposal. Works along with sales and service line leaders to plan due diligence where needed and participates in the due diligence on a case to -case basis. Collaborates with internal teams and pursuit leaders during BAFO phase to lead / participate resubmissions as per client feedback and requirements. Collaborates with unit teams and large deal negotiations team to ensure successful conclusion of deal negotiation.
• Relationship Management - Establishes connection with the client CXOs and their IT leaders during the pursuit. In cases of advisors led deals, leverages the advisory relationship to channel formal and informal feedback. Active engagements during joint collaborative sessions, client Q&A sessions, solution validation, orals, due diligence, and BAFO meetings.
• Customer Prospecting - Works with market commercial and sales teams on qualified proactive opportunities to define solutions and take them to closure. Accountable for strategizing, solution definition and solution defense along with extended Cognizant teams as per above outlined tasks.
• Large Deal Initiatives - Identifies topics off the back of industry trends, competition SWOT analysis, analyst feedback, etc. which require specific solutions to be built. Leads apt teams from large deals as well as wider enterprise teams to define comprehensive solutions for such topics to defend and expand our large deal footprint.
Qualifications and Experience:
• Experience managing large and mega deals – Pursuit, transition and integration. Develop trusted relationships with senior executive stakeholders at the client CxO levels as well as key decision makers within a pursuit.
• Act as a “change agent” in the sales organization and encourage peers to pursue mega deal opportunities and coach and support more junior strategic deal teams to help them be successful.
• Current/recent senior cross industry experience in BFSI, HC, LS, CMT Markets Leadership expertise with specific industry background in the USA (global experience would be an added plus)
• Candidate must have deep knowledge of complexities of mega deals and have “quarterbacked” multiple deals involving multiple solution towers in excess of $100M. Must also possess demonstrable ability to handle intricacies of mega deals from pricing models to solutioning to closing the deal.
• Knowledge of the large outsourcing space, deal structuring and experience in the outsourcing space.
• Work with Client partners in different geographies in global captive centre (GCC) capability
• Highly skilled in the art of proactive large and strategic deal origination and closure
• Strong, active network of third-party advisors, private equity firms, industry analysts and sourcing advisors, eco-systems partners particularly hyper scalers and platform firms.
• Track record of interacting and building relationship with C-level client contacts
• Knowledge of executive decision making in complex global organizations with multiple stakeholders, both internal and external.
• Strong leadership, interpersonal, communication and presentation skills
• Wide variety of IT and business consulting engagement experience
• Specific background as an industry thought leader with ability to deliver innovation and disruptive thinking within the industry
• Track record in building and leading diverse teams is essential
LEADERSHIP ATTRIBUTES:
· Exceptional communication and interpersonal skills to support C-level stakeholder discussions and relationships
· Strong strategic and business mindset
· Articulates the company’s mission, vision, and objectives concisely that can speak to clients and employees at all levels
· Superior analytical and problem-solving capabilities
EDUCATION:
• BS/BA required
LOCATION:
• USA
The annual salary for this position is between $310,000 - $360,000 depending on the experience and other qualifications of the successful candidate.
This position is also eligible for Cognizant’s discretionary annual incentive program and stock awards, based on performance and subject to the terms of Cognizant’s applicable plans.
Benefits: Cognizant offers the following benefits for this position, subject to applicable eligibility requirements:
· Medical/Dental/Vision/Life Insurance
· Paid holidays plus Paid Time Off
· 401(k) plan and contributions
· Long-term/Short-term Disability
· Paid Parental Leave
· Employee Stock Purchase Plan
Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, subject to applicable law.
The Cognizant community:
We are a high caliber team who appreciate and support one another. Our people uphold an energetic, collaborative and inclusive workplace where everyone can thrive.
About us:
Cognizant (Nasdaq-100: CTSH) is one of the world's leading professional services companies, helping organizations modernize technology, reimagine processes and transform experiences so they stay ahead in a fast-changing world.
Our commitment to diversity and inclusion:
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.
Disclaimer:
Compensation information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, subject to applicable law.
Applicants may be required to attend interviews in person or by video conference. In addition, candidates may be required to present their current state or government issued ID during each interview.