Senior Vice President (Large Deals)

Base salary range

• $211,000.00 - $333,000.00

Job Profile Summary

The Senior Vice President - Large Deals is an executive leadership role responsible for building relations with the indirect deal channels: Deal advisors, Management consulting companies, PE firms and any other channel to drive deal pipeline generation of large deals (>25M).

This role leads a team dedicated to enterprise-scale, multi-year, multi-line-of-business engagements, including expansion of existing strategic accounts and the acquisition of new logos at scale. The SVP serves as the executive sponsor for the firm's most complex engagements and is fully accountable for a portfolio typically exceeding $50M+ in annual revenue, comprised primarily of $25M+ strategic deals.

Key Responsibilities:

Client Relationship & Executive Engagement

• Build, deepen, and sustain relations with the indirect deal channels: Deal advisors, Management consulting companies, PE firms and any other channel to drive deal pipeline generation of large deals (>25M)
• Act as executive sponsor for the company's most complex, high-risk, and high-value deals
• Lead strategic, outcome focused conversations to align services and solutions with client business transformation goals

Large Deal Strategy & Portfolio Planning

• Pipeline generation process ownership. Marketing and proactive engagement of the indirect channels
• Shape and govern deal strategies that integrate delivery, technology, commercial, and risk considerations at scale
• Influence enterprise and segment go-to-market strategy to support winning, expanding, and protecting large deals
• Design innovative commercial, partnership, and delivery models suitable for large, multi-year contracts

Business Development & Revenue Growth (>$25M Deal Focus)

• Identify, originate, and close large, complex deals exceeding $25M within existing accounts and new strategic logos
• Build a framework for high-stakes deal pursuits, including qualification, solutioning, pricing, and negotiations
• Craft and deliver compelling C-suite-level proposals and value narratives tied to measurable business outcomes in the context of large deals
• Lead executive-level negotiations for large, multi-year, multi-service contracts
• Drive joint value creation and co-selling strategies with ecosystem partners (e.g., AWS, Google, Microsoft)

Team Leadership & Talent Development

• Hire, lead, and scale a high-performing leadership team focused on $25M+ deals and strategic accounts
• Coach team members on large-deal orchestration, executive engagement, and complex stakeholder management
• Establish strong pipeline rigor, deal governance, and performance accountability for large-deal outcomes
• Build a culture of collaboration, ownership, and disciplined execution aligned with SoftServe's values
• Develop leadership bench strength and succession plans for critical large-deal roles

Financial & P&L Accountability

• Own full P&L accountability for a portfolio dominated by $25M+ large deals
• Manage revenue growth, margin, and long-term profitability across complex engagements
• Develop financial strategies that balance scale, delivery risk, and sustainable profitability in the context of large deals

Operational Excellence & Cross-Functional Leadership

• Partner with Delivery, Technology, Sales, Finance, Legal, and Risk teams to ensure successful execution of large deals' pursuit
• Stay current on industry, market, and technology trends relevant to large enterprise clients
• Represent the company in executive forums, and industry events of deal advisors

Data Governance & Risk Management

• Maintain competitive intel of pricing, rates, offerings etc.
• Build reusable pricing frameworks for large deals
• Risk Management
• Lead proactive risk identification during $25M+ deal qualification and contracting
• Ensure contractual commitments are realistic, executable, and properly governed
• Collaborate with Risk Management teams to assess, mitigate, and monitor ongoing risks
• Provide transparent risk reporting to executive leadership, particularly for material deals

Required Experience & Qualifications:

• 15+ years in enterprise sales, consulting, client success, or services leadership with 5+ years of large deals' experience
• 5+ years in senior leadership roles with full P&L ownership
• Proven track record of closing and expanding $25M+ enterprise deals
• Demonstrated ability to operate credibly with C-suite and board-level stakeholders
• Experience leading global, cross-functional, and distributed teams
• Bachelor's degree required; MBA or equivalent preferred
• Relevant professional certifications are a plus

Leadership Competencies:

Leading People

• Builds and sustains elite large-deal teams
• Sets clear vision and strategic direction
• Develops senior leaders and successors
• Drives accountability and performance at scale
• Leads through complexity and change
• Champions company values and culture

Leading Business

• Acts as a trusted advisor to executive clients
• Demonstrates strong commercial and financial acumen
• Thinks strategically across portfolio and enterprise
• Operates with a global mindset
• Innovates deal models and go-to-market approaches

Additional Requirements:

• Willingness to travel 30%+ domestically and internationally
• Strong executive presence and influence in high-stakes environments
• Proven ability to operate in fast-paced, growth-oriented, global organizations

This posting includes an anticipated salary range that SoftServe expects to offer for this position. The range provided reflects the base salary only. Final compensation within this range will be determined based on a number of factors, including, but not limited to: geographic location, relevant experience, education, certifications, skills, budget, and market conditions.

The anticipated salary range for this role is $211,000.00 - $333,000.00 annually, in line with our internal compensation framework and budget allocation for the role. Most candidates are offered a salary within this disclosed range. If the role is eligible for a variable pay plan, this would be considered separately and may provide additional earnings beyond the base salary range reflected here.

Please note, the information provided in this posting is a general summary and may not include all compensation elements or benefits associated with the position.