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Role Information
Role: Strategic Negotiator
Role Designation: Senior Strategic Negotiator
Career Stream: Global Markets
Career Sub Stream: Strategic Deal Management
Reports to: Head - Strategic Deal Negotiations
Billable Role: N
Supervises Negotiator Billable Utilization: NA
Financial Size (Revenue/ Budget/Span): $50+ million for SGS deals, more or less for renegotiation
Incumbency (Single/ Multiple): Multiple
Team Size & Dispersion (Direct & Indirect reports, Single/ Multiple locations): N/A
Location (Onsite/ Offshore): Onsite / Offshore
Operating Network (Internal): Maintain relationships with Legal, Finance and IBUs
Operating Network (External): Strong personal relationships across the outsourcing industry - clients, sourcing advisors, competitors, partners
Role Description
Responsibilities
Strategic Negotiator
Senior Strategic Negotiator
Effectively collaborate with all internal stakeholders to submit best-fit proposal responses, effective management of contracting and MSA activities and extend domain-based inputs to internal stakeholders through whitepapers, talks, training sessions, consultations to achieve the planned goal of win ratio.
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Expertise in managed technology services, outcome-based pricing, gain sharing, and deal structuring. Minimum 10 years’ experience negotiating IT contracts, pricing and SLAs.
Areas of Responsibility
Opportunity Identification and Qualification
The Strategic Negotiator will work with Leadership to define standards and actively participate in qualification decision process in order to avoid wasted effort on deals unlikely to generate revenue.
Proposal Development
The Strategic Negotiator will work with all concerned groups (Legal, Business, Delivery, Finance, (DAG) in order to submit proposal responses that protect Infosys and are as competitive as possible.
Contracting and MSA
The Strategic Negotiator will effectively explain all Infosys positions to customer independently negotiate all terms and schedules subject only, escalate issues as required, close deals on a timely basis in order to sign off by Legal, Delivery, Finance and Business.
Organization Initiatives
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The Strategic Negotiator will extend to organization experienced based understanding of market, methods will include whitepapers, training sessions (e.g. Brown Bag lunches) and consultation with IBUs on an as requested basis, and create appropriate artifacts in order to increase wins on favorable terms.
Knowledge, Skills Required For The Role
Knowledge:
- Knowledge of contract terms including SLAs and Pricing
Skills:
- Strong communication skills - written and oral
Qualifications
- Law degree preferred
- MBA or any graduate degree from a recognized institution
Performance Measures
Opportunity Identification and Qualification
- Manager / unit head assessment
Proposal Development
- Win ratio
- TCV generated
Contracting and MSA
- Win rate
Organization Initiatives
- Number of artifacts created
Knowledge
Additional Criteria for Higher Proficiency:
- Fully versed in contract law, IT pricing, Service Levels related areas
Skills
- Ability to negotiate large IT contracts
Tasks
- Mentor junior negotiators
- Some administrative responsibility
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