Strategic Negotiator

Role Information

Role Strategic Negotiator

Role Designation Strategic Negotiator

Senior Strategic Negotiator

Career Stream Global Markets

Career Sub Stream Strategic Deal Management

Reports to Head - Strategic Deal Negotiations Billable Role (Y/N) 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

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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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Strategic Negotiator

Senior Strategic Negotiator

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
  
  

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