AVP - Large Deals Specialist - IT

Role:

- Role is a key position in our clients largest deal pursuit teams and pursuits considered strategic to win. Team generally consists of Large Deal Sales Principal, Sale Lead, Solution Lead, Delivery Lead, Pricing and other specialists. The Commercial Strategist is expected to lead and defend the commercial terms with our clients leadership during key reviews.

Position Requirements:

- Large Deal experience including pricing and pricing options/alternatives, deal structuring, and risk/reward trade-offs

- Ability to perform Financial Analysis including decomposing customer financials to uncover insights into what’s most important, e.g., P&L, investment, cash flow, etc.

- Experience with how to package, model and price Managed Services. This includes working with Delivery to optimize bid by re-shaping the pyramid, committing productivity improvement, factoring in cross-training, considering onshore-offshore leverage including extreme offshoring, and factoring in benefits from transformation. The ideal candidate should possess a point of view on target metrics for highly competitive bids.

- BA/BS

- Financial Analyses (P&L, Balance Sheet, any no, related requirement)

1. What if analysis

- Financial modelling (rebadging, assets acquisitions, multi-year, multi variable, multi country, multi scenario)

Experience:

- Experience with Third-party Advisors, and particularly their approach to penalties and SLAs

- Connects with any Third-party Advisors

- Experience with Auctions, such as Dutch Auctions, conducted in real time, and Ariba bid module

- Partner pricing and transfer pricing

- Experience with rebadging and the unique costs of rebadging, and ability to conduct rebadging trade-offs

- Multi-country, multi-currency bids

- Knowledge of competitive pricing strategies and tactics

- Large Deals structuring

- Commercial Options

- Cost-benefit proposals

- M&A specialist

Background:

- MBA (Finance major)

Comment - Generally, the Commercial Strategist would not be engaged in rate-card bids.

Interested candidates send their profiles and Convenient time for discussion. For US location H1 is a must.