About Cognizant
Cognizant is one of the world's leading professional services companies, helping clients transform their business, operating, and technology models for the digital era. Our industry‑based, consultative approach enables clients to envision, build, and run more innovative and efficient businesses. Headquartered in the U.S., Cognizant is a member of the NASDAQ‑100 and is consistently listed among the most admired companies globally.
LEADING AT COGNIZANT
This is a Leadership role at Cognizant. We believe how you lead is as important as what you deliver. Cognizant leaders at every level:
Drive our business strategy
and inspire teams around our future.
Live the leadership behaviors
, leading themselves, others and the business.
Uphold our Values
, role modeling them in every action and decision.
Nurture our people and culture
, creating a workplace where all can thrive.
At Cognizant, leadership transcends titles and is embodied in actions and behaviors. We empower our leaders at every level to drive business strategy, inspire teams, uphold our values, and foster an inclusive culture. We invite you to see how you can contribute to our story.
Role Overview
The AVP –Large Deals (APJ) is responsible for originating, shaping, and closing large, complex, multi‑tower strategic deals across the APJ region, typically in the $50M–$100M+ TCV range.
This role acts as the "quarterback" for mega deals—owning the end‑to‑end pursuit strategy and working closely with regional leadership, industry heads, alliances, solution teams, and senior client stakeholders to drive winning outcomes and long‑term client relationships.
Job Responsibilities
* Large Deal Ownership & Strategy
* Own and lead strategic large deal pursuits across APJ, including mega deals exceeding $50M–$100M+ TCV
* Define and drive the overall pursuit strategy, including:
* Relationship and stakeholder strategy
* Commercial and pricing strategy
* Competitive strategy and win themes
* Partner and alliance strategy
* Deal differentiators and value propositions
* Deal Shaping & Execution
* Lead deal structuring, shaping, and execution, ensuring alignment with client business outcomes
* Drive innovative commercial models, pricing strategies, and contractual negotiations
* Own close plans and manage deal cadence through final approval and closure
* Oversee solution design to ensure buyer value, competitive intelligence, and differentiation are embedded
* Client & Executive Engagement
* Establish trusted relationships with C‑suite and senior client executives
* Position Cognizant as a strategic transformation partner, not just a service provider
* Build and sustain client confidence through consultative, insight‑led engagement
* Collaboration & Governance
* Work closely with APJ regional leaders, vertical leaders, sales teams, delivery, finance, legal, and alliances
* Navigate a matrixed, multi‑geography environment to align diverse teams toward a common win objective
* Establish mindshare with deal advisors and alliance partners across the region
* Continuous Improvement & Knowledge Contribution
* Capture learnings, best practices, and challenges from pursuits
* Contribute to strengthening Cognizant's large deal playbooks, tools, and methodologies
* Continuously refine pursuit strategies to improve win rates and deal quality
Experience
JOB REQUIREMENTS
* Proven track record of originating and winning large, complex strategic deals (TCV $50M–$100M+)
* Demonstrated experience "quarterbacking" mega deals across multiple solution towers
* Strong background in technology services, digital transformation, or consulting
* Experience working in APJ or similarly diverse, multi‑country regions is highly desirable
Core Competencies
* Large Deal Origination & Execution
* Strategic Thinking & Deal Shaping
* Executive‑level Client Engagement
* Commercial Modelling & Negotiations
* Competitive Positioning & Win Strategy
* Strong storytelling and executive communication skills
Leadership & Behavioral Skills
* Ability to influence across a large, matrixed organization
* Strong collaborator with the ability to align diverse teams
* Confident, resilient, and outcomes‑driven
* Adaptable and agile in high‑stakes, complex deal environments
WHY JOIN COGNIZANT
* Opportunity to work on industry‑defining, high‑value strategic deals
* Exposure to global clients, transformation programs, and cutting‑edge digital innovation
* Competitive compensation with attractive incentive and rewards programs
* A collaborative, performance‑driven culture with a clear leadership career path
CULTURAL FIT
We are looking for leaders who are passionate about transforming organizations, value partnership and innovation, and thrive in a transparent, empowered, and collaborative environment. Our cultural value drivers include: Open, Transparent, Driven, Empowered, Opportunity‑Filled, Flexible, and Collaborative.