Role Summary The Deal Director is a senior sales/business development leader responsible for owning and driving large, complex engineering services deals end to end — from opportunity identification and qualification through solutioning, commercial negotiation, contracting, and successful handover to delivery. The role covers engineering services across sectors including Life Sciences, Aerospace, Rail, Mining, Energy, Industrial Products (IP), and Automotive, among others. This role requires a rare blend of commercial acumen, cross-sector technical fluency, deal structuring expertise, and executive-level stakeholder management.

The Deal

Director acts as the deal "quarterback," orchestrating cross-functional teams (solutioning, pricing, legal, delivery, finance) to close high-value, strategically important deals with a minimum deal size of $20M TCV.

Key Responsibilities

- Deal Origination & Qualification

- Minimum $20M+ TCV — identify and qualify large deal opportunities within engineering services, working closely with account teams, sales, and marketing.
- Assess strategic fit, win probability, margin potential, and delivery feasibility before committing pursuit resources.
- Build and maintain a pipeline of large deal opportunities across existing accounts and current logos.

2. Deal Strategy & Orchestration
- Own the end-to-end deal pursuit lifecycle: strategy, win-theme development, competitive positioning, and governance.
- Assemble and lead virtual pursuit teams spanning solution architects, delivery leaders, pricing/commercial, legal, and finance.
- Define and drive the pursuit roadmap, milestones, and go/no-go decision gates.
- Lead deal reviews with senior leadership/executive sponsors at key stage gates.

3. Solutioning & Value Proposition
- Partner with technical/solution architects to shape differentiated, delivery-ready engineering services solutions across sectors such as Life Sciences, Aerospace, Rail, Mining, Energy, Industrial Products, and Automotive.
- Translate client business and technical requirements into a compelling, feasible solution and value proposition.
- Ensure solutions balance client needs,



win probability, commercial viability, and delivery risk.

4. Commercial Structuring & Negotiation
- Lead commercial modeling, pricing strategy, and deal structuring (fixed price, T&M;, outcome-based, managed capacity, etc.).
- Own negotiation of commercial terms, SOWs, MSAs, and contractual frameworks in partnership with legal and finance.
- Optimize deal structure for margin, risk allocation, and long-term account growth potential.

5. Stakeholder & Executive Relationship Management
- Serve as a trusted advisor to client-side executives (CXOs, VP Engineering, procurement) throughout the deal cycle.
- Manage internal executive stakeholders, ensuring alignment, timely decisions, and escalation resolution.
- Build long-term relationships that extend beyond a single deal to support account growth.

6. Deal Closure & Delivery Handover
- Drive deals to signature, managing final negotiations and internal approvals (pricing, legal, risk).
- Ensure a structured, well-documented handover to the delivery organization, including solution assumptions, commercial commitments, and risk registers.
- Support early delivery governance to ensure a smooth transition and client satisfaction.

7. Governance, Reporting & Continuous Improvement
- Maintain accurate, timely pipeline and forecast data in CRM for all large deals under pursuit.
- Report deal status, risks, and financials to senior leadership through regular governance forums.
- Capture lessons learned and contribute to playbooks, templates, and best practices for large deal pursuits.

Required Qualifications

- 18+ years of experience in engineering services, technology services, or related industries, with at least 5–7 years focused on large/complex deal pursuits ($20M+ TCV).




- Proven track record of independently closing large, multi-year engineering services deals in one or more of the following sectors: Life Sciences, Aerospace, Rail, Mining, Energy, Industrial Products, Automotive.
- Strong understanding of engineering services delivery models (onshore/offshore, agile, outcome-based, managed teams) as applied across asset-heavy and regulated industries.
- Demonstrated experience in commercial/pricing structuring, contract negotiation, and risk management.
- Excellent executive presence with experience engaging and influencing CXO-level client stakeholders.
- Strong cross-functional leadership skills — able to mobilize and align teams without direct authority.
- Bachelor's degree in Engineering, Technology, or a related field; MBA or equivalent preferred.

Preferred Qualifications

- Deep domain expertise in one or more target sectors — Life Sciences (medical devices, pharma engineering), Aerospace & Defense, Rail & Transportation, Mining & Heavy Industry, Energy & Utilities, Industrial Products, or Automotive.
- Familiarity with deal governance frameworks and structured bid/pursuit methodologies (e.g., Shipley, Miller Heiman, or internal equivalents).
- Experience with global delivery models and offshore/onshore team structuring.
- Exposure to legal/contracting frameworks (MSA, SOW, SLAs) in a services context.

Key Skills & Competencies

- Deal strategy and orchestration
- Commercial and financial acumen (pricing, margin modeling, TCV/ACV)
- Technical fluency across engineering services domains
- Executive stakeholder management and negotiation
- Cross-functional leadership and influence
- Risk assessment and mitigation
- Storytelling and executive-level presentation skills

Key Performance Indicators (KPIs)

- Total Contract Value (TCV) of deals won
- Win rate on qualified large-deal pursuits
- Deal cycle time (from qualification to signature)
- Margin/profitability of closed deals vs. target
- Quality of delivery handover (client satisfaction post-transition)
- Pipeline health and forecast accuracy

📌 Deal Director – Engineering Services (Hyderabad)
🏢 Cyient
📍 Hyderabad