Cognizant is seeking a highly experienced and strategic Large Deal Pursuit Lead to join our dynamic Cloud & Infrastructure Services (CIS) team. This senior‑level role is responsible for leading the pursuit of complex, large‑scale deals with a Total Contract Value (TCV) of $50 million and above. The successful candidate will be a proven leader with a deep understanding of the IT infrastructure landscape and a track record of winning large, multi‑year contracts. This is a pivotal role that will directly impact the growth and success of Cognizant's CIS business in North America.
Key Responsibilities
End‑to‑End Deal Ownership:
Lead and manage all aspects of the large deal pursuit lifecycle, from opportunity qualification to contract negotiation and closure.
Strategic Deal Shaping:
Collaborate with clients to understand their business challenges and co‑create innovative solutions that leverage Cognizant's full spectrum of cloud and infrastructure services.
Cross‑Functional Team Leadership:
Assemble and lead a high‑performing, cross‑functional team of solution architects, finance analysts, legal experts, and delivery leaders to develop a winning proposal.
Client Relationship Management:
Build and maintain strong relationships with key client stakeholders, acting as a trusted advisor throughout the sales process.
Proposal Development:
Oversee the creation of compelling and compliant proposals, presentations, and other client‑facing materials that clearly articulate Cognizant's value proposition.
Commercial Acumen:
Develop and negotiate complex commercial models and pricing strategies that are competitive and profitable.
Executive‑Level Communication:
Present and articulate the deal strategy and value proposition to senior leadership at both Cognizant and the client organization.
Market Insight:
Stay abreast of industry and market trends to provide strategic guidance and ensure Cognizant's offerings remain at the forefront of the industry.
Qualifications & Experience
Experience:
15+ years of experience in the IT services industry, with a minimum of 7‑10 years in a large deal pursuit or business development role.
Proven Track Record:
Demonstrable success in leading and winning large, complex deals with a TCV of $50 million or more.
Domain Expertise:
Deep understanding of cloud and infrastructure services, including but not limited to:
Cloud Migration & Modernization (AWS, Azure, Google Cloud)
Hybrid Cloud & Multicloud Management
Data Center Modernization
Network Services
Digital Workplace Services
Cybersecurity
Leadership Skills:
Exceptional leadership and team management skills, with the ability to motivate and drive a cross‑functional team to success.
Communication Skills:
Outstanding written and verbal communication skills, with the ability to create and deliver compelling presentations to executive‑level audiences.
Education:
Bachelor's degree in Business, Technology, or a related field.
Preferred Qualifications
MBA or other advanced degree.
Experience working in a global, matrixed organization.
Established relationships with key industry partners and advisors.
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Key Responsibilities
End‑to‑End Deal Ownership:
Lead and manage all aspects of the large deal pursuit lifecycle, from opportunity qualification to contract negotiation and closure.
Strategic Deal Shaping:
Collaborate with clients to understand their business challenges and co‑create innovative solutions that leverage Cognizant's full spectrum of cloud and infrastructure services.
Cross‑Functional Team Leadership:
Assemble and lead a high‑performing, cross‑functional team of solution architects, finance analysts, legal experts, and delivery leaders to develop a winning proposal.
Client Relationship Management:
Build and maintain strong relationships with key client stakeholders, acting as a trusted advisor throughout the sales process.
Proposal Development:
Oversee the creation of compelling and compliant proposals, presentations, and other client‑facing materials that clearly articulate Cognizant's value proposition.
Commercial Acumen:
Develop and negotiate complex commercial models and pricing strategies that are competitive and profitable.
Executive‑Level Communication:
Present and articulate the deal strategy and value proposition to senior leadership at both Cognizant and the client organization.
Market Insight:
Stay abreast of industry and market trends to provide strategic guidance and ensure Cognizant's offerings remain at the forefront of the industry.
Qualifications & Experience
Experience:
15+ years of experience in the IT services industry, with a minimum of 7‑10 years in a large deal pursuit or business development role.
Proven Track Record:
Demonstrable success in leading and winning large, complex deals with a TCV of $50 million or more.
Domain Expertise:
Deep understanding of cloud and infrastructure services, including but not limited to:
Cloud Migration & Modernization (AWS, Azure, Google Cloud)
Hybrid Cloud & Multicloud Management
Data Center Modernization
Network Services
Digital Workplace Services
Cybersecurity
Leadership Skills:
Exceptional leadership and team management skills, with the ability to motivate and drive a cross‑functional team to success.
Communication Skills:
Outstanding written and verbal communication skills, with the ability to create and deliver compelling presentations to executive‑level audiences.
Education:
Bachelor's degree in Business, Technology, or a related field.
Preferred Qualifications
MBA or other advanced degree.
Experience working in a global, matrixed organization.
Established relationships with key industry partners and advisors.
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