Role - The candidate will be hired as “Service Line Specialist” at Associate Director level reporting to UKI Market lead for GGM Intuitive Operations & Automation (IOA) business unit.
Title - Service Line Specialist
Location: UK - London
Travel: Weekly travel will vary depending on customer and prospect requirements.
Summary of Department Focus:
Intuitive Operations & Automation (IOA) business unit is one of Cognizant’s highest growth businesses and a critical part of Cognizant’s Digital imperatives in the market. UKI is a high-growth region and IOA is looking at expanding its presence further. One of IOA’s strategic growth objectives is UKI region markets and IOA is looking for a highly accomplished, results-driven sales executive to originate, advance, and close large sales opportunities in outsourcing. This individual will be working with industry community (Client Partners, SLM (Service line managers) IOA leadership and the UKI MCU (Market Commercial Unit) leadership to drive sales and business development in a high growth and highly autonomous environment.
Summary Job Description:
- Define and improve the go-to-market plans, offerings, and value propositions.
- Drive sales and pipeline.
- Build strong internal relationships with Cognizant’s UKI MCU & MDU (Market Commercial & Delivery Unit) leadership, IOA Commercial/Offshore Delivery Heads and other core leaders.
Key Accountabilities:
- Closing Sales - The main responsibility and focus of the role will be the growth of our IOA business within Europe. Specifically, win new deals in customer account per pre agreed targets.
- Sales Plan Creation - A critical early task will be developing and executing a growth plan for Financial Services domain.
- Pipeline Management - Among the critical tasks likely be featured in the sales plans, are developing the opportunity pipeline, qualifying high priority deals and winning new business in line with agreed targets.
- Demand Generation - To work with IOA and UKI MCU teams to identify prospects, create marketing plans and take responsibility to engage new clients in conversation.
- Proposal Development - Understand customer needs and translate them into winning proposals for Cognizant and its customer in partnership with the presales and solution teams.
- IOA Solution Development Oversight - As a pursuit leader, partner with IOA solution architects, delivery teams and other horizontal practices (e.g., AIA, EAS) to create effective deal solutions.
- Deal Shaping/ Pricing Development - Develop creative deal shapes, commercial structures, and pricing proposals as part of a winning sales pursuit. Work closely with the business unit and regional FP&A teams.
- C-Level Client Relationship Building - Build relationships across CXO levels in client organizations and developing executive level relationships.
- Renewal deals in the industry - Build relationships with the potential customers by working with Vertical and Country teams. Build disruptive propositions to hunt and win these businesses in the industry.
Key Competencies:
- BPO - Deep understanding of Business process outsourcing/Digitization and able to engage Customers in BPO deal, solution, transition, and transformation shaping discussions.
- IOA Solution Development - Experience in developing BPO solutions ground up, in partnership with different stakeholders within an organisation.
- Hands on participation in solution and content development
- Industry Experience - Demonstrated ability to understand business process challenges in one or more of our key industries and translating the needs in developing compelling business process solutions with a strong focus on technology-enabled process delivery.
- Global Experience - Significant international experience required including being conversant in global service delivery models - both shared services and IOA.
- Verbal Communication Skills - Excellent public speaking and presentation skills including the ability to convey a set of complex and detailed deal elements in a compelling, engaging, and easy to understand manner suitable for C-level buyers.
- Written Communication Skills - Ability to create compelling sales story lines and PowerPoint decks for presentation to C-level executives.
- Approach to Work - Possess the innate ability to thrive in a fast-paced, client-focused, changing environment and work independently in a self-directed manner.
Knowledge:
- Global Business Services - Client-facing GBS project experience is preferred.
- Technology - Understanding of technology solutions is required, especially how it affect business and operations.
- Professional Contacts - Existing strong relationships with third party advisors, industry analyst, and potential C-level buyers is preferred.
- Virtual Work Environment - Experience working in a virtual home/ office work environment is preferred.
Experience:
- Experience in selling Financial Services domain in BPO/ Consulting services working for a blue-chip company with added advantage in Insurance industry selling.
- Executive-level interpersonal, verbal, written and presentation skills, good listener, ability to provide a trusted voice at the decision-making table and be an advocate of Cognizant’s vision and value proposition.
- Experience in proactively growing customer relationships within an account while expanding their understanding of the customer’s business.
- He/she should be able to meet/deliver annual sales target of 20M TCV.
Qualifications:
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