Deal Solution Manager

Job Description

Role Deal Solution Manager

Role Designation Deal Solution Manager

Senior Deal Manager

Career Stream Global Markets

Areas of Responsibility

• Sales Planning and Review
  
  

The Global Deal Manager creates a focused plan for TCV achievement in assigned IBU, highlighting use of various channels (sourcing advisors, renewal deals, proactive opportunities) and the allocation of SGS resources (BD support team, opportunity management team) in order to achieve a higher win ratio.

• Market Development
  
  

The Global Deal Manager will build relationships by interacting with relevant stakeholders / influencers (outside of client / prospect organizations) in assigned IBU. S/He will build relationships by interacting with assigned sourcing advisory organization in order to grow the pipeline by getting invited to more deals.

• Customer Prospecting
  
  

The Global Deal Manager Selects targets for proactive large deal pitches, creates a detailed plan for conceptualizing and executing the pitch. S/He is accountable for progressing the pitch in order to attain a potential TCV win situation.

• Opportunity Identification and Qualification
  
  

The Global Deal Manager monitor assigned IBU activity and identify reactive opportunities / RFPs for large deals. S/He will collaborate with extended IBU CSG team in order to identify and pursue qualified large outsourcing opportunities.

• Proposal Development
  
  

The Global Deal Manager leads cross-functional pursuit team from the start of pursuit, conceptualizes and executes win strategy, pricing strategy and sales / relationship strategy for the pursuit. S/He briefs senior management team at appropriate junctures during the pursuit and facilitates strategic pursuit decisions in order to improve win ratio.

• Proposal Negotiation and Closure
  
  

The Global Deal Manager will collaborate with IBU and SGS Negotiations team in order to ensure successful conclusion of deal negotiation.

• Relationship Management
  
  

The Global Deal Manager will interact with top level executives to manage client / third party influencer advisor relationship through the pursuit in order to ensure executive buy-in into Infosys solution, capability and commercial proposition and improve win ratio.

• People Management
  
  

The Global Deal Manager will lead extended BD team for assigned IBU, and monitor performance in order to target and mentor junior team members in order to develop internal talent.

• Organization Initiatives
  
  

The Global Deal Manager will participate / lead assigned cross functional assignments across the organization in order to help achieve unit goals.

Knowledge, Skills Required For The Role

Knowledge: Strong client executive relationship skills, leadership by influence

Performance Measures

• Sales Planning and Review
  
  

Overall win TCV

• Market Development
• Qualified deal numbers
• Total qualified TCV generated
• Customer Prospecting
  
  

Number of proactive wins

• Opportunity Identification and Qualification
  
  

Number of active deals

• Proposal Development
  
  

Win ratio

• Proposal Negotiation and Closure
  
  

Overall win TCV

• Relationship Management
  
  

Win ratio

• People Management
  
  

Manager / unit head assessment

• Organization Initiatives
  
  

Manager / unit head assessment

Knowledge

Additional Criteria for Higher Proficiency:

Strong client executive relationship skills, leadership by influence - not very different from Lower proficiency

Skills

Portfolio view to assigned deals in terms of assigning resources and investments based on potential winnability

Tasks

Provide oversight capacity on deals managed by Lower proficiency GDMs