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The Managing Director, Large Deals Europe will lead the European Large Deals organization and accelerate profitable growth by originating, shaping, orchestrating, and closing the company’s most strategic and complex opportunities across Europe.
The role will establish a high-performing, pan-European large-deal capability that brings together the strongest expertise from sales, industries, consulting, Technology Solutions, Global Practices, delivery, finance, legal, alliances, and corporate functions. The Managing Director will lead the team of Strategic Large Pursuit Leaders and provide functional leadership and orchestration across the pursuit development organization (PODs), including Enterprise Architects, Client Value Advisors, Practice Architects, and other specialist pursuit resources.
Operating as a senior executive and player-coach, the Managing Director will own the European large-deal portfolio, operating model, governance, and pursuit discipline while personally leading a limited number of the company’s most strategic and high-value pursuits.
The role will work closely with European country and industry leadership and will align European priorities, capabilities, and investments with the global Large Deals strategy.
Strategic Mandate
The Managing Director, Large Deals Europe will:
- Define and execute the European Large Deals strategy in alignment with the European growth agenda and global Large Deals priorities.
- Build a strong and balanced portfolio of strategic opportunities across priority clients, industries, countries, and service lines.
- Increase the company’s ability to originate opportunities early, shape client agendas, differentiate its value proposition, and convert complex pursuits into profitable and deliverable growth.
- Establish a consistent European approach to large-deal qualification, investment, governance, solution development, commercial strategy, negotiation, and transition.
- Position the company as a trusted transformation partner for clients undertaking complex, multi-year business and technology change.
Key Accountabilities
1. European Large Deals Strategy and Portfolio Leadership
- Set the vision, strategic priorities, and annual ambition for Large Deals Europe.
- Build and actively manage the European portfolio of large and strategic pursuits, balancing near-term conversion with long-term pipeline development.
- Partner with country, industry, account, and practice leaders to identify whitespace, originate transformational opportunities, and shape demand before formal procurement begins.
- Maintain executive-level visibility of portfolio health, qualification, competitive position, pursuit investment, expected value, risk, and forecast confidence.
- Align European priorities and resource requirements with global Large Deals leadership.
2. Deal Qualification, Prioritization, and Governance
- Establish clear qualification standards and governance for opportunities entering the European large-deal portfolio in alignment with the established processes.
- Drive fact-based go/no-go, continue/stop, and investment decisions within the agreed European governance and delegated authority framework.
- Ensure that pursuit investment is concentrated on opportunities with a credible path to differentiated client value, profitable growth, and successful delivery.
- Chair or play a leading role in executive pursuit reviews and escalate material commercial, solution, contractual, financial, or delivery risks.
- Ensure compliance with corporate approval, risk, legal, financial, and contracting requirements.
3. Pursuit Leadership and Win Strategy
- Appoint or recommend the appropriate pursuit leadership and core pursuit team for each qualified opportunity.
- Define the pursuit strategy, win themes, competitive positioning, differentiation, and executive engagement plan.
- Ensure that client business outcomes, value cases, solution architecture, commercial strategy, delivery model, and negotiation strategy operate as one integrated proposition.
- Personally lead selected marquee pursuits where the strategic value, complexity, or risk warrants direct executive involvement.
- Build executive alignment around key pursuit choices, including investment levels, commercial positions, partner strategy, negotiation parameters, and walk-away points.
4. Commercial and Negotiation Leadership
- Lead the development and execution of deal-specific commercial and negotiation strategies that protect client value, profitability, cash performance, and delivery feasibility.
- Ensure pricing, deal structure, terms, risk allocation, solution assumptions, and delivery commitments are aligned and transparent.
- Orchestrate high-stakes negotiations with client executives, procurement leaders, advisors, partners, and other stakeholders.
- Establish clear negotiation governance, concession strategy, decision rights, and escalation paths.
- Balance growth ambition with disciplined management of margin, risk, contractual exposure, and long-term account value.
5. Cross-Functional Pursuit Orchestration
- Mobilize and align pursuit teams across sales, industries, consulting, Global Practices, Technology Solutions, delivery, finance, legal, alliances, partner organizations, and corporate functions.
- Provide functional leadership across the pursuit development organization, including Pursuit Specialists, Enterprise Architects, Client Value Advisors, Practice Architects, and supporting experts.
- Clarify roles, accountabilities, deliverables, and decision rights across each pursuit.
- Resolve cross-functional barriers and ensure timely executive decisions.
- Promote collaboration across countries and organizational boundaries while respecting account, country, business-unit, and delivery accountabilities.
6. Client, Advisor, and Ecosystem Engagement
- Build trusted relationships with senior client stakeholders, including CEOs, CIOs, COOs, CFOs, Chief Procurement Officers, and business-unit leaders.
- Lead strategic client workshops and executive conversations that connect business ambition with measurable transformation outcomes.
- Strengthen relationships with relevant sourcing advisors, management consultants, industry influencers, and other stakeholders shaping the large-deal market.
- Partner with strategic technology and ecosystem partners to originate opportunities, develop differentiated propositions, and execute joint pursuit strategies.
- Represent the company in selected external forums and executive engagements related to transformation and strategic deals.
7. Organization and People Leadership
- Build, lead, and develop a diverse, high-performing European Large Deals organization.
- Define the organizational model, capability requirements, role profiles, performance expectations, and development priorities for the function.
- Attract, retain, coach, and develop senior pursuit leaders and specialist talent.
- Establish clear objectives and performance management for directly and functionally aligned team members.
- Build succession strength and create development pathways for the next generation of pursuit and deal leaders.
- Foster a culture of entrepreneurship, accountability, collaboration, inclusion, commercial discipline, and client value.
8. Capability Building and Operational Excellence
- Establish and continually improve a common European large-deal methodology, playbook, governance cadence, and set of quality standards.
- Institutionalize effective practices across origination, qualification, value advisory, solution shaping, pricing, competitive strategy, negotiation, and delivery transition.
- Promote reuse of intellectual property, references, solution assets, commercial constructs, and lessons learned.
- Build a strong community across European and global pursuit professionals.
- Use data, analytics, and relevant technology to improve portfolio management, forecasting, collaboration, and pursuit effectiveness.
- Monitor performance and implement targeted interventions to improve win rate, deal quality, execution speed, and investment effectiveness.
9. Closure and Transition to Delivery
- Maintain executive oversight through final proposal, negotiation, contracting, and closure.
- Ensure delivery leadership is involved early and that proposed commitments, assumptions, dependencies, and risks are understood and accepted.
- Establish clear transition and mobilization readiness criteria before contract signature.
- Ensure that commercial intent and client outcomes are preserved through handover to delivery.
- Sponsor structured post-pursuit and post-signature reviews to capture lessons and improve future performance.
Decision Rights
Within the company’s delegated authority and governance framework, the Managing Director will have responsibility for:
- Recommending which opportunities enter, remain in, or exit the European large-deal portfolio.
- Prioritizing the deployment of European pursuit resources.
- Recommending pursuit investment levels and escalation of material investment decisions.
- Appointing or recommending pursuit leadership for qualified deals.
- Drive required pursuit quality standards, reviews and approval gates in alignment with the Large Deal processes and framework.
- Escalating material commercial, delivery, contractual, or reputational risks.
- Recommending readiness to submit, negotiate, contract, and transition.
Country, account, industry, practice, and delivery leaders will retain their formally assigned business, client, solution, P&L, and delivery authorities. The Managing Director will ensure that these accountabilities are integrated through clear pursuit governance and executive alignment.
Measures of Success
Success will be assessed through a balanced set of quantitative and qualitative outcomes, including:
- Growth and quality of the qualified European large-deal pipeline.
- Large-deal order intake, revenue contribution, and strategic account impact.
- Win rate and progression of priority pursuits.
- Margin quality, risk profile, and sustainability of signed deals.
- Accuracy and transparency of portfolio reporting and forecasting.
- Effectiveness of pursuit investment and resource deployment.
- Quality and speed of deal governance and executive decision-making.
- Delivery readiness and effectiveness of transition for closed deals.
- Strength, engagement, diversity, retention, and succession depth of the Large Deals organization.
- Adoption of common methods, reuse of assets, and continuous improvement across Europe.
- Alignment and contribution to global Large Deals priorities.
Experience and Qualifications
The successful candidate will bring:
- Significant executive leadership experience in large deals, strategic pursuits, consulting, sales, or business development within a global technology services, systems integration, outsourcing, or consulting organization.
- A sustained record of originating, shaping, negotiating, and closing complex, multi-year transformation deals, including transactions of $100M or greater.
- Demonstrated experience leading a portfolio of concurrent strategic pursuits across multiple industries, service lines, countries, or business units.
- Proven ability to build, lead, and develop senior, diverse, geographically distributed teams.
- Deep expertise across the end-to-end deal lifecycle, including origination, qualification, value proposition development, solution shaping, commercial structuring, pricing, risk management, negotiation, contracting, and transition.
- Strong financial and commercial acumen, with the ability to balance growth, margin, cash, risk, and delivery considerations.
- Experience operating in highly matrixed and multicultural organizations, with the ability to create alignment and accountability without relying solely on formal authority.
- Credibility and confidence in engaging client C-suite leaders, internal executive committees, boards, strategic partners, and external advisors.
- Strong understanding of business and technology transformation across cloud, applications, data, AI, infrastructure, digital operations, managed services, and related domains.
- Experience using strategic alliances and ecosystem partners to strengthen origination, solution differentiation, and execution.
- Outstanding judgment, executive presence, communication, influencing, and negotiation capabilities.
- A bachelor’s degree or equivalent professional experience; an advanced business, technology, or related qualification is desirable.
Leadership Profile
The successful candidate will be:
- Growth-oriented: Creates opportunities and converts ambition into sustainable, profitable results.
- Client-led: Starts with the client’s business agenda and builds trusted executive relationships.
- Commercially rigorous: Protects value and makes disciplined choices on qualification, investment, risk, and negotiation.
- Enterprise-minded: Prioritizes the best outcome for the company across organizational boundaries.
- Collaborative and influential: Mobilizes complex matrix teams around a shared objective.
- Decisive: Creates clarity, makes difficult choices, and intervenes early when a pursuit is off track.
- A builder of leaders: Develops talent, strengthens succession, and creates an environment in which high-performing teams can thrive.
- Entrepreneurial and adaptable: Operates effectively through ambiguity, complexity, and organizational change.
- Committed to integrity and inclusion: Demonstrates sound judgment and models the company’s values in every decision.
Workplace type:
Hybrid Working
Equal Opportunity Employer
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