Manager - Business Development
Cognizant Technology Solutions
مجموع سنوات الخبرة :14 years, 8 أشهر
Responsible for a team of bid managers. Analysing sales cycle. Proactive pitch of services and products. Account mining.
I am currently working with Enterprise Information Management (EIM) - Business Development (BD) Team of Cognizant. The EIM BD team focuses on designing and delivering proposals and supporting the Sales team with appropriate strategy for each pursuit.
I currently lead the Manufacturing, Logistics, Energy and Utilities (MLEU) vertical within EIM BD team.
Project Details:
Business Development, Business Analyst, Pre-Sales function, Pursuit management, Opportunity Qualification, Proposal Strategy /Win theme Development
Bid Activities:
• Manage the presales and bid management for opportunities; Bid qualification of prospects, analysis and assessment of the opportunity
• Designing the response to RFXs and be part of the strategy definition with the sales and the delivery team
• Work closely with the sales associates in identifying prospects and tracking the funnel
• Engage and collaborate with various internal teams to generate synergy in the proposal response
• Work closely with the sales, delivery and the finance teams to discuss the various pricing options available and identify the best price point for the bid
Knowledge Management:
• Research the MLEU market trends, identify new technologies / opportunities and prepare proactive pitches for the sales team to interact with the prospective clients
• Champion the knowledge repository for the BD team to generate reusable artifacts
Portfolio Analysis:
• Coordinate with the Account Managers and Client Partners to gain insight into the strategic direction of each existing client
• Analyze these existing accounts, in terms of realized revenue, RFP wins/losses, technology landscape of work etc., and identify key accounts and areas where services can be proactively pitched
• Drive targeted campaigns to the accounts based on derived insights
Operational Activities: Prepare and present quarterly reports on strategic deals, wins and losses to the senior leadership
I work with the Presales team in Infosys, involved with the clients in the Energy domain, predominantly, the Oil & Gas clients around the globe.
I am involved in providing appropriate technical and commercial responses to the RFPs, RFIs etc., while anchoring the proposals. In the event of the proposals getting shortlisted, I also lead the preparation of a suitable presentation to the prospective client. I also take part in the deal pricing exercise and estimations of proposals
I had worked on two projects during my tenure with Infosys Technologies Ltd. The client was an Atlanta based bank. My job included understanding the business requirements of the client, design accordingly and then code for the same, while discussing and getting approval from the client for the changes made. This role also encompassed analysis and preparation of Design documents and smooth execution of projects.
Key Assignments/ Initiatives:
• Actively participated in discussions with clients for business requirement gathering and analysis
• Preparation of Software Design and Technical Design documents
• Acted in the role of a mentor for two newcomers to the project
• Providing support for the applications developed
• Secured 98.85 percentile in Common Admission Test (CAT, 2008) conducted by IIMs (Indian Institute of Management) • Finalist in Paper presentation contest organized by Faculty of Management Studies (FMS), Delhi • Successfully completed Short Term Project on Strategies to improve sales of Sawhney Tyres in Delhi-NCR region • Worked as an intern with HCL Infosystems Ltd., for a duration of 2 months in the Strategic Initiatives team
