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Service Line Specialist-SPE

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Job Summary

Service Line Sales Specialists (SLS) provide deep expertise in a Service Line Practice Area to support the Client Leadership Team to close new and expansion opportunities on accounts. They are actively involved in growing the service line’s footprint and assisting the Client Partners to engage clients with service line opportunities. SLSs are trusted advisors with a good mix of strategic and tactical management experience.


Responsibilities

In this role the SLS will focus on Cognizant Custom Software Engineering services that are catered to by the Software and Platform Engineering Service Line. This includes “Digital Engineering (DE)“ “Application Development & Management (ADM)” and “Quality Engineering & Assuarance (QEA)” Service Lines. The SLS will balance client/project responsibilities with business development and sales responsibilities including identifying qualifying and closing new business opportunities in DE ADM & QEA. The SLS should be a highly client facing dynamic results oriented experienced DE ADM & QEA field sales executive keen to be part of a results-oriented culture accelerating digital change for our large complex clients.

The SLS needs to be highly client facing and should spend most of their time driving client conversations leading to sales. The SLS also work collaboratively and team up with Pre Sales/Practices Solution Architects Offerings and Delivery leaders to ensure that all services and value adds from SPE are represented to the client in a very convincing manner.

Role Responsibilities

  • Market Leadership:
  • Creates sales strategies and plan for the Client Partners’ review and for its incorporation into the broader client strategy and plan.
  • Provides subject matter expertise to proposal development and overall solution.
  • Relationship Management:
  • Executes and manages the account plan within function/specialism under the guidance or collaboration of the Markets i.e. Client Partners CRMs etc.
  • Should be the go to person for Client Partners and CRMs to call upon should an opportunity that is relevant to SPE is identified
  • Invests time in strengthening existing client relationships. Participates in reviews and provides educated and relevant perspectives.
  • Client Relationship Management; engage with CXO VP and Director level clients
  • Responds to and deliver on client requests; responds to RFP’s
  • Identifies opportunities makes proactive proposals to client in line with account strategy
  • Obtains the approvals to pursue opportunities
  • Leads pursuits to close new and expansion opportunities related to their sales specialisms working closely with Client Leadership Team
  • Secures revenue renewals related to their sales specialisms
  • Engages the relevant internal Cognizant teams and service lines team for developing solutions
  • End to end account management including account forecasting budgeting and operations
  • Drive RFP responses as well as proactive sales leading to revenue acceleration. Be able to spot opportunities
  • Ability to sell both T&M as well as Fix Fee work involving end to end digital transformation involving run and operate of Legacy Estate Transformation to the new digital core and Quality Engineering
  • Handles risks and issues related to the account including delivery oversight
  • Creates and presents account QBR presentations and executive status reports

    • Experience & Skills

  • 10+ years of experience in a senior-level consulting client-facing role or account manager leadership role
  • Ability to become a trusted advisor of the client who can understand client aspirations pain points etc. and orchestrate the right capabilities within Cognizant to establish credibility with the client
  • Knowledgeable in selling DE ADM & QEA services in the market.
  • Understands how to capture client pain points and provide detailed. guidance to the other teams for e.g. Pre Sales Practice Solution Architects etc. in terms of how to construct a differentiated proposition
  • Strong experience in direct interaction with customers in the local market
  • Ability to drive and orchestrate conversations with point of view to CxO and Head of Digital and/or Technologies
  • Should have led sales pursuits in the past with the ability to size up deals
  • Should be knowledgeable in cross-industry use cases for SPE
  • Strong knowledge of the relevant partner ecosystem and the ability to collaborate within the ecosystem
  • Recent experience working for IT professional services or management consulting firm(s)
  • Recent experience managing global service delivery model(s)
  • Excellent problem solving business communication (written & oral) and client management skills are essential
  • Experience developing opportunity pipelines qualifying high priority deals and winning new business in line with agreed targets
  • Experience closing sales with a specific emphasis on growing sales. Specifically win new deals in customer account per pre-agreed targets.
  • Proven leadership qualities such as conflict/issue resolution strategic and critical thinking and ownership particularly with highly diverse teams
  • Ability to work collaboratively in a virtual and highly-matrixed environment
  • Cloud Legacy modernization Modern Engineering (Full Stack Engg SRE and SDET) AI and Automation experience and knowleage are preferable.

    • La communauté Cognizant : 

    Nous sommes une équipe de professionnels dont les membres s'apprécient et se soutiennent mutuellement. Nos collaborateurs sont les garants d'un lieu de travail dynamique, collaboratif et inclusif où chacun peut s'épanouir.

    • Cognizant est une communauté mondiale qui compte plus de 300 000+ collaborateurs dans le monde entier.
    • Nous ne nous contentons pas de rêver de façons idéales, nous apportons des améliorations concrêtes
    • Nous prenons soin de nos collaborateurs, de nos clients, de notre entreprise, de nos communautés et du climat, en faisant ce qui est juste.
    • Nous favorisons un environnement innovant où vous pouvez construire le plan de carrière qui vous convient.

    À propos de nous : 
    Cognizant est l’un des leaders mondiaux des services professionnels. Nous transformons les modèles commerciaux, opérationnels et technologiques de nos clients pour les adapter à l’ère numérique. Notre approche consultative, basée sur une connaissance sectorielle, aide nos clients à concevoir, développer et gérer des entreprises plus innovantes et plus efficaces. Basée aux États-Unis, Cognizant (membre du NASDAQ-100 et l’un des meilleurs employeurs du monde en 2024 selon Forbes) figure régulièrement parmi les entreprises les plus admirées au monde. Découvrez comment Cognizant aide ses clients à garder une longueur d’avance grâce au numérique sur le site www.cognizant.com.



    Notre engagement en faveur de la diversité et de l'inclusion : 

    Cognizant est un employeur qui prône l'égalité des chances, la diversité, l'équité et l'inclusion. Nous sommes déterminés à créer une communauté interne où chacun se sent écouté, accepté et accueilli. Votre candidature sera examinée en dehors de toute caractéristique discriminatoire (comme celles de votre race, votre couleur, votre sexe, votre religion, vos croyances, votre orientation sexuelle, votre identité de genre, votre origine, votre handicap, votre information génétique, votre état de grossesse, votre statut d'ancien combattant ou de toute autre caractéristique protégée par les lois de votre pays).

    Vous êtes porteur d'un handicap, vous pouvez-nous contacter par courriel [email protected] si vous souhaitez préciser les aménagements nécessaires pour le poste ou les entretiens à venir.

     

    Mentions légales : 
     
    Les informations relatives à la rémunération du poste à pourvoir dépendent de la date de publication de l’offre de poste. Cognizant se réserve le droit de modifier ces informations à tout moment, sous réserve des lois applicables.

    Les candidats peuvent être invités à participer à des entretiens en face à face ou par vidéoconférence. En outre, les candidats peuvent être amenés à présenter une carte d'identité valide lors de chaque entretien.

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