20 days old

Financial Deal Architect - Pricing (IT Services)

Cognizant
Dallas, TX
  • Job Code
    00030828511

Tactical:



Manage the financial structuring, analysis and negotiation support for: A) large, complex multi-Business Unit outsourcing proposals and contracts ($100M+ TCV) while meeting Cognizants business objectives. Function in an independent, unbiased and relentlessly objective manner to ensure the integrity of the responsibilities of the position. In this support role to Business Units, the individual will assess the financial viability and risks throughout the proposal phase and ensure submission of a bid with a manageable deal profile. For sell-side contracts following Client decision, this individual will support the negotiation of financial terms in order to meet Cognizants business & financial objectives and enable Cognizant to sign a contract capable of delivering the approved returns while at the same time addressing customer business drivers.



Strategic:



Support the ongoing development of a Commercial Management organization and, in particular, the resources, processes and tools associated with the Financial Architecture practice.





Responsibilities



This individual contributor role is the senior commercial advisor to the Business Units and to the executive leadership team in support of strategic bids and acquisitions. This role requires significant functional discipline expertise and industry experience and the ability to support deal strategy/structuring as well as customer negotiations of large, complex outsourcing proposals and contracts.





Act as the senior financial representative with both the internal organization and externally with responsibility for negotiations with prospective clients, existing customers and customers advisors/legal teams. This includes participation in oral presentations to internal and external executives as and when required in support of pursuits.





The position is also responsible for developing deal-specific financial strategies, solutions and storylines in support of win themes and customer requirements, along with response & closing financial tactics with the Sales Lead/Legal function to improve Cognizants competitive market positioning and win probability. Bid engagement spans the bid lifecycle from qualification through deal closure.





In support of Business Units and Sales, and in conjunction with Legal, Finance, Solution Architects and the core pursuit team, manage and conduct internal reviews and negotiations of the commercial and financial and commercial terms for transactions from the account qualification phase through customer proposal submission, negotiation and contracting phases.





In close coordination with Business Units and Legal, ensure that transaction specific risks and the overall risk impact to the wider Cognizant organization (that may be associated with execution of a particular transaction) are understood and reflected in the business case; support the core team in managing and mitigating such risks.





Facilitate and conduct cross regional and cross Business Unit alignment of financial structures, requirements and the impacts upon commercial issues and risks parameters.





Support and drive the development of a rigorous, disciplined Financial Architecture practice to improve the financial viability and win probability of Cognizants largest opportunities. Activities will include the development of resources, processes and tools to support a holistic financial and commercial strategy, approach and assessment of strategic opportunities to best balance business and risk objectives between Cognizant and its customers.









Skills, experience, qualifications



Minimum 10 years experience in Pre-Sale Financial Architecture deal strategy & structure, modeling, analysis, pricing and negotiation including 8 years commercial management, proposal and negotiations experience in the Information Technology and/or Telecommunications industries working on large, complex outsourcing transactions for large multinational companies. Post-Sale commercial contracts experience is also desirable.





Ability to engage and partner with customers, vendors and third parties at the executive level in order to assist Sales in the creation of winning financial and business solutions in a highly competitive marketplace.





The candidate must have demonstrable customer facing experience in



o Deal modeling and financial architecture skills in developing creative pricing constructs for various types of commercial models and approaches, P&Ls, cash flow analysis and revenue recognition concepts



o Developing and negotiating financially sound solutions and constructs that will provide high value to both Cognizant and its customers throughout the full life cycle of the pursuit phase of the transaction.



o Strong contractual knowledge and negotiation skills are preferable.





Keen understanding of risk and risk mitigation techniques inherent in information technology transactions and ensuring that risk is understood and under control.





Candidates must possess the ability to understand and quickly assimilate complex Client terms and conditions and articulate the deal impact to Cognizant and to prospective clients during negotiations. Deep oral and written communication skills are required, particularly related to articulating specific corporate strategies, industry business drivers and financial solutions for large, complex outsourcing customer proposals.





Broad technical knowledge of applications, infrastructure and business process technology outsourcing services is required. Experience in cloud and emerging services and the impact of such services on commercial principles and transaction risks is considered highly desirable.





The position requires a working knowledge of current market positions on key financial constructs and commercial terms, information technology customer expectations and, client advisor trends on these positions.





Bachelor Degree in relevant area is required and an advanced degree preferred.





Language: English.





Experience with sophisticated operational & commercial models such as BOT, JV or FIDIC-based contracts highly desirable.





Experience in change management initiatives preferred.




International business and bidding experience, along with knowledge of off-shore engagement models preferred.





Posted: 2019-03-02 Expires: 2019-03-31
Sponsored by:
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Sponsored by:
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Financial Deal Architect - Pricing (IT Services)

Cognizant
Dallas, TX

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