SST Deal Integrator

SST Deal Integrator

What’s the Role?

An integral part of one of the most critical growth engines for Tech Mahindra.

Associates who can shadow the Deal Directors on complex deals

Own end-to-end solution for $20-30 Million TCV sized deals.

Essential Functions of the Job:

Shadow the DDs on complex deals (especially >100Mn)

Managing multitude of client deliverables, the mandatory internal processes which need to be adhered to

Collaborate across our business to lift win ratios and ensure we're taking the best of Tech M to our clients.

Handhold/guide the bid managers and other teams so that the Deal Director focuses on the more strategic aspects

· Rigorously qualify large deal opportunities (TCV < 50Mn) identified by Sales teams.

Lead the process of determining whether a ""win-win"" business case is possible, and creatively work to develop & shape it.

Creatively mitigate risks through commercials, solution, and contract portions.

Position Tech M to be able to win deliverable and desirable deals with our clients that enhance Tech M's brand, relationship, and capabilities.

Contribute to Tech M's best-practices development and the skills development of pursuit team members.

Use competitive intelligence to develop counter strategies that will neutralize competitive influence on the customer’s buying decisions.

Analytical/Decision Making Responsibilities:

Ensure adoption of best-practice pursuit management tools and processes.

Solution-oriented and makes sound decisions quickly, given tight timeframes.

Ability to ensure the deal leadership/core team’s strategy is reflected in the bid management plan, solution construct and other deliverables.

Ensure Collaboration with Account / Pursuit Team (sales, solution and delivery) to optimize the chances of winning.

Supervision Responsibilities:

· Provide coaching and feedback to bid management and pursuit excellence team members as appropriate.

· Review deals to ensure they are sound from a financial, legal, business, delivery, and operations perspective. Develop and manage the project schedule and formulate the pursuit timeline and reviews/gates.

Knowledge and Skills Requirements:

· Strong understanding of Business Development and Pursuit Management principles.

· Excellent communications skills (written and verbal).

· Excellent project management skills.

· Ability to work independently with minimal supervision.

· Demonstrated aptitude in all aspects of large deals, including sales strategy, relationship management, costing/pricing, bid management, solution design, risk mitigation and contracting/closing.

· Versatility and flexibility in a constantly evolving environment.

· Ability to get up to speed quickly on an opportunity.

· Manage a wide range of senior stakeholders across a matrix organization.

Other Requirements:

· As the job involves responding to clients’ needs and varying time zones, flexibility is required.

· Moderate to frequent travel may be required.

Experience:

At least 3-5 years of Large Deal/Pursuit Management experience within an overall experience of at least 12-15 years in IT, Network or Managed Services.

Previous experience of managing teams/communities.

Experience of operations management and process improvement.

Experience working in a cross-border, multi-cultural environment.

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