Senior Strategic Negotiator

Infosys

2.7

(23)

United States (Remote)

Why you should apply for a job to Infosys:

  • 4.2/5 in supportive management
  • 57% say women are treated fairly and equally to men
  • Ratings are based on anonymous reviews by Fairygodboss members.
  • Our STEM education and maker movement programs enable you to support a more equitable digital society
  • At Infosys, our D&I charter draws inspiration from our values and is contained in the first tenet of our Code of Conduct and Ethics.
  • At Infosys, we nurture that spirit with technology that can inspire you to not just ask ‘what next’, but actually help you to build it.
  • #119388BR

    Position summary

    at entice the client and lead to a Mega Deal Pursuit
    • Provides consultation to customers early in the sales process to help bring new ideas, proven capabilities, art of the possible, and deal structure to the interactions and articulates overlooked value
    • Directs and shapes the strategic business development strategy through all phases (Identification, development, launch, and operations)
    • Develop high-value capabilities across the business and geographies
    • Achieve annual signing targets (revenue and pipeline targets)

    Role Responsibilities:
    • Sales Planning and Review - The Global Deal Manager creates a focused plan for TCV achievement in assigned IBU, highlighting the use of various channels(sourcing advisors, renewal deals, proactive opportunities) and the allocation of SGS resources (BD support team, opportunity management team) to achieve a higher win ratio.
    • Market Development - The Global Deal Manager will build relationships by interacting with relevant stakeholders/influencers (outside of client/prospect organizations) in assigned IBU. S/He will build relationships by interacting with assigned sourcing advisory organizations to grow the pipeline by getting invited to more deals.
    • Customer Prospecting: The Global Deal Manager Selects targets for proactive large deal pitches, and creates a detailed plan for conceptualizing and executing the pitch. S/He is accountable for progressing the pitch to attain a potential TCV win situation.
    • Opportunity Identification and Qualification: The Global Deal Manager monitors assigned IBU activity and identifies reactive opportunities / RFPs for large deals. S/He will collaborate with the extended IBU CSG team to identify and pursue qualified large outsourcing opportunities.
    • Proposal Development: The Global Deal Manager leads the cross-functional pursuit team from the start of the pursuit, and conceptualizes and executes the winning strategy, pricing strategy, and sales/relationship strategy for the pursuit. S/He briefs the senior management team at appropriate junctures during the pursuit and facilitates strategic pursuit decisions to improve the win ratio.
    • Proposal Negotiation and Closure: The Global Deal Manager will collaborate with the IBU and SGS Negotiations team to ensure a successful conclusion of deal negotiation.
    • Relationship Management: The Global Deal Manager will interact with top-level executives to manage client / third party influencer advisor relationships through the pursuit to ensure executive buy-in into Infosys solution, capability, and commercial proposition and improve win ratio.
    • People Management: The Global Deal Manager will lead the extended BD team for assigned IBU, and monitor performance to target and mentor junior team members to develop internal talent.
    • Organization Initiatives: The Global Deal Manager will participate/lead assigned cross-functional assignments across the organization to help achieve unit goals.

    Required Qualifications:
    • Bachelor's degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education and 18+ years of experience, with strong sales/relationship management/account management experience
    • Experience in creating new, innovative value propositions for client opportunities & insight and experience to validate & qualify opportunities for Infosys
    • Demonstrated success with complex new logo and transformation deals
    • Business development, marketing, and sales experience of similar size, scope & complexity
    • Extensive combined leadership, support, and delivery experience in the majority of the areas of: Sales support, Solution development, and Business development; Technical design/development in ITO services, Application services, and IT Transformation services; Managed Services contracts, negotiation, and deal closure for large ($100M and above) services transactions
    • Proven track record of early engagement customer interaction and building successful customer relationships through sales cycle completion.
    • Experience in assessing client's IT operations for efficiency gaps and potential cost savings
    • Demonstrated orchestration/ development of a compelling business case detailing associated cost reductions, benefits, TCO and ROI in alignment with client requirements
    • U.S. citizenship or permanent residency is required; we are not able to sponsor this position at this time

    Preferred Qualifications:
    • Strong strategic & operational leadership, change management, planning, and analytical skills with proven experience in orchestrating change
    • Flexibility and strength in managing multiple programs simultaneously
    • Strategically able to understand where demand channels in a market exist with the ability to connect to those
    • Extra business acumen, technology, and interpersonal skills
    • Drive, proactive to make connections, & pull demand in
    • Thorough knowledge of portfolio and technology and translation of that to industries they work in
    • Expert negotiation & communications skills with extraordinary confidence
    • Thorough in preparation - understand the concept of taking 360 views of the deal (internal networks, politics, the client ecosystem, etc.)

    About Us
    Infosys is a global leader in next-generation digital services and consulting. We enable clients in more than 50 countries to navigate their digital transformation. With over four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.
    Infosys is an equal opportunity employer and all qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, spouse of protected veteran, or disability.

    Why you should apply for a job to Infosys:

  • 4.2/5 in supportive management
  • 57% say women are treated fairly and equally to men
  • Ratings are based on anonymous reviews by Fairygodboss members.
  • Our STEM education and maker movement programs enable you to support a more equitable digital society
  • At Infosys, our D&I charter draws inspiration from our values and is contained in the first tenet of our Code of Conduct and Ethics.
  • At Infosys, we nurture that spirit with technology that can inspire you to not just ask ‘what next’, but actually help you to build it.