Mazyar Fernandis

I provide sourcing strategy and deal advisory services, leveraging my overall 28 years experience in strategic and transformational outsourcing - business process outsourcing, infrastructure outsourcing (data center, transformation to Cloud, workplace/end user computing, service desk, …), applications outsourcing (including applications transformation to Cloud), including 22 years as Deal Maker/Engagement Lead developing win strategies, leading multi-disciplinary deal/pursuit teams and negotiations for opportunities worth over €100 million in TCV in international and multi-cultural environments (10 European countries, Japan, Russia and South Africa).
My expertise and track record enable me to advise companies on contracting with top tier providers, drive solution co-design and establish aggressive business cases, enabling companies to achieve their business transformation journey enablement and TCO reduction through the right sourcing strategy.
Most recent deal closed: €480 million TCV over 5 years.
Biggest deal worked on: €4 billion.
Competencies:
Executive Committee role
Business Dev./Deal shaping/Deal qualification
Closing strategic large deals
Competitive ghosting strategy
Price to win strategy
Contract negotiations

Experience:
- Develop executive and senior management relationships in client organizations, and build effective partnerships with customers through senior executive contacts and the decision influencers
- Develop and execute win strategies and themes
- Develop visionary and compelling business-driven value propositions on executive level consistent with the clients’ critical success factors
- Ensure relevant analysis, demonstrate the compelling financial rational for customers and the profitability goals over the lifetime of deals
- Lead pursuit teams during the deal shaping and deal development phase
- Oversee the development of business cases, proposals and customer presentations
- Lead/key role in contract negotiations