Senior Global Deal Solution Architect

Purpose of the Role: Define and own solutions for qualified large deals along with apt representation from wider Infosys and works with internal and external stakeholders across the deal's sales lifecycle to continuously improve win ratio for Infosys. Define solution point of views for topics related to large deal pipeline and applies such solutions on large deals. Solution ownership and understanding of Infosys offerings & capabilities., Large Deal Qualification - Provides independent perspective on opportunity size, deal profiling, , and win probability to sales and delivery leaders
Proposal Development - Lead multi service line pursuit team from the start of pursuit for qualified large deals. Define the win strategy, solution strategy, and pricing strategy based on the client's sourcing objectives, IT priorities, and business strategy. Works towards a unified solution and leverages understanding of company's unique offerings and capabilities in all stakeholder interactions. Engages with segment heads, delivery heads, and service line finance teams to finalize solution estimates and overall deal commercials. Collaborates with external entities like top consulting firms or design agencies for defining compelling proposal. Communicates with senior management team at appropriate junctures during the pursuit and facilitates strategic pursuit decisions to improve win probability.
Proposal Defense, Negotiation & Closure -Defines orals plan and participates in solution presentation with relevant artifacts such as solution decks, proof of concepts, interactive demos, and show cases the right client references with relevant past case studies to support the proposal. Works along with sales and delivery leaders to plan due diligence where needed and participates in the due diligence on a caseto-case basis. Collaborates with internal teams and pursuit leaders during BAFO phase to lead / participate resubmissions as per client feedback and requirements. Collaborates with unit teams and large deal negotiations team to ensure successful conclusion of deal negotiation.
Relationship Management - Establishes a connect with the client CXOs and their IT leaders during the pursuit. In cases of advisors led deals, leverages the SLDT advisory relationship to channel formal and informal feedbacks. Active engagements during joint collaborative sessions, client Q&A sessions, solution validation, orals, due diligence, and BAFO meetings
Customer Prospecting - Works with unit sales and delivery teams on qualified proactive opportunities to define solutions and take them to closure. Accountable for strategizing, solution definition and solution defense along with extended Infosys teams as per above outlined tasks.
Large Deal Initiatives - Identifies topics off the back of industry trends, competition SWOT analysis, analyst feedbacks, etc. which require specific solutions to be built. Leads apt teams from large deals as well as wider enterprise teams to define comprehensive solutions for such topics to defend and expand our large deal footprint

Infosys is a global leader in next-generation digital services and consulting. We enable clients in more than 50 countries to navigate their digital transformation. With over four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.