Job Description
Role Information
Role Global Deal Manager (Deal Director)
Role Designation Global Deal Manager
Senior Global Deal Manager
Career Stream Global Markets
Career Sub Stream Strategic Deal Management
Reports to Head Pursuit Management – Strategic Large Deals
Billable Role (Y/N) N
Supervises NA
Billable Utilization NA
Financial Size (Revenue/ Budget/Span) Strategic Large Deals >$50M net new TCV. Deal sizes range from >50M to Multi billion
Complexity of deal - multi country, multi-year, multi tower, innovative deal structure, transformation, AI first, potential employee transfer and change management.
Proactive Deal making.
Incumbency (Single/ Multiple) Multiple
Team Size & Dispersion (Direct & Indirect reports, Single/ Multiple locations) NA
Location (Onsite/ Offshore) Onsite / Offshore
Operating Network (Internal) Network across the global CSG leadership community, maintain relationships with BEF leadership (Legal, Finance, HR, CCD)
Operating Network (External) Strong personal relationships across the outsourcing industry - clients, sourcing advisors, competitors, partners
1
Global Deal Manager
Senior Global Deal Manager
Purpose of the Role
This role entails leading large-scale, complex sales engagements by collaborating with executive-level clients to understand their requirements and develop qualified, high-value opportunities. It demands advanced consultative selling abilities, strategic relationship management, and effective internal coordination to deliver scalable and profitable solutions.
- Large Deal Leadership: The candidate will be accountable for generating and managing qualified large-deal opportunities, engaging cross-functional teams, and ensuring comprehensive stakeholder alignment—both internally and externally—to achieve successful deal closures.
- Core Skills and Experience: Successful candidates should possess a demonstrable track record of securing accounts with total contract values exceeding $100 million, strong commercial insight, well-established CXO-level relationships, in-depth competitive market knowledge, and the ability to leverage partners and marketing effectively during deal structuring.
- Deal Stewardship and Collaboration: Acting as the “CEO of the deal,” this individual will coordinate organizational resources, lead contract negotiations, engage with senior leadership and multidisciplinary teams, and stay informed on industry trends to identify and capitalize on innovative business opportunities.
Key Responsibilities
- Take full ownership of creating and progressing qualified large-deal opportunities in collaboration with Industry sales teams, following engagements from initial contact through contract execution.
- Develop clear strategies to win deals—including establishing value propositions, win themes, and pursuit plans—and oversee the deal’s closure.
- Formulate, motivate and lead multidisciplinary teams in designing complex, customer-specific solutions.
- Build and maintain effective partnerships with senior executives and key stakeholders who influence purchasing decisions.
- Navigate internal processes to mitigate delivery or quality risks, while maintaining alignment with client business strategies, drivers, and objectives.
- Oversee the development and refinement of financial analyses that articulate compelling value for customers and support profitability targets throughout the deal lifecycle.
- Guide teams to develop solutions that enhance clients’ competitive advantages and lead the creation of critical deliverables such as proposals and presentations.
- Manage internal leadership and Deal Review Committee (DRC) communication
- Play a principal role in customer negotiation.
- SPOC for all Strategic Large Deal team members in the pursuit
Qualifications and Attributes
- Documented success in opening new accounts resulting in $100M+ TCV wins.
- Strong collaborative skills to work effectively across service lines and large-deal teams within the organization.
- Proficiency in advanced sales processes and techniques.
- Exceptional commercial and business acumen.
- Superior relationship-building skills, particularly at the senior and CXO levels, with a robust network of existing contacts.
- Highly motivated to achieve results and drive success.
- In-depth understanding of competitors and the broader market landscape.
- Ability to strategically utilize partners and the company’s ecosystem.
- Insight into the rational, political, and emotional drivers affecting both clients and internal stakeholders.
Educational Qualification* and Experience Requirements
30
Global Deal Manager
Senior Global Deal Manager
Engineering Graduate CA / Tier MBA* Non Engineering Graduate PhD
Minimum No. of Years 11
Career Stream 11 NA
- Categorized based on Infosys recognized list of colleges and courses
For Higher Proficiency 30
Career Stream Engineering Graduate CA / Tier MBA* Non Engineering Graduate PhD
Minimum No. of Years 14 Global Markets 14 NA
3
Global Markets
Understanding of the large outsourcing space, deal structuring and experience in the outsourcing space. Knowledge of executive decision making in complex global organizations with multiple stakeholders, both internal and external.
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 STRATEGIC LARGE DEAL team resources (BD support team, opportunity management team)
in order to achieve a higher win ratio.
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.
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.
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 STRATEGIC LARGE DEALS Negotiations team
in order to ensure successful conclusion of deal negotiation.
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.
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.
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
Win ratio
- Proposal Negotiation and Closure
Overall win TCV
Win ratio
Manager / unit head assessment
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
