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Détails du poste

Rôle du poste

Strategic Negotiator


Emplacement du poste

London


État / Région / Province

London


Pays

United Kingdom


Domaine

Global Markets


Groupe d’intérêts

Infosys Limited


Entreprise

ITL UK


Numéro de demande

148962BR


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

1
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.
3
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

  1. 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.
  1. 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.
  1. 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.
  1. 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
  1. Law degree preferred
  2. MBA or any graduate degree from a recognized institution


Performance Measures
  1. Opportunity Identification and Qualification
Manager / unit head assessment
  1. Proposal Development
  • Win ratio
  • TCV generated
  1. Contracting and MSA
Win rate
  1. Organization Initiatives
Number of artifacts created


Additional Criteria for Higher Proficiency:

Knowledge:
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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