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.