Partner Sales Leader – Hyperscaler AI (Google, AWS, Microsoft)
Reports To: Head of AI Market GTM- Partnerships
Business Unit: AI Market Unit
Overview
The Partner Sales Leader – AI Market unit will be responsible for driving AI-led revenue growth through strategic partnerships with hyperscalers such as Google Cloud, AWS, and Microsoft Azure. This role sits within the newly formed AI Market Unit and is accountable for building a scalable partner-centric operating model that embeds AI solutions into partner offerings, drives co-sell motions, and accelerates license, subscription, and services-led revenue.
Key Responsibilities
1. Hyperscaler Partner Strategy & Sales Leadership
• Own and execute the AI partner sales strategy for either Google, AWS, or Microsoft, aligned with the AI Market Unit growth objectives.
• Act as the single-threaded owner for hyperscaler AI revenue, pipeline, and partner-sourced opportunities.
• Build executive relationships with hyperscaler AI, data, and industry GTM leaders to position Cognizant as a preferred AI services and co-sell partner.
Operating Model for Partner Sales
• Central AI Partner Sales Hub: Involved in deals where AI and Agentic solutions have a Hyperscaler partner strategy, co-sell motions, license commercialization, and joint GTM planning.
• Industry & Geography Spokes: Works with industry sales leaders and geo sales teams to embed AI partner offerings into client pursuits.
• Solution Alignment: Closely aligned with AI Engineering, Industry AI Solutions, and Commercial teams to ensure offerings are partner-ready and scalable.
Driving AI Sales Embedded with Partner Offerings
· Joint solution development with hyperscalers (e.g., GenAI platforms, industry copilots, AI agents) and with the AI Market Unit AI Strategists teams
· Collaborate and build offerings with AI Strategists and Customer Engineers from the AI Market Unit
· Packaging Cognizant IP with partner AI services (Vertex AI, Azure OpenAI, Amazon Bedrock).
· Activating co-sell motions through partner marketplaces and field-aligned pursuits.
· Monetizing AI licenses and subscriptions, including Cognizant-managed pre-buy licenses with partners such as Anthropic and OpenAI.
Co-Sell, Licensing & Commercial Model
· Joint account planning and pipeline development with hyperscaler sellers.
· Structuring and executing license/subscription deals alongside AI services engagements.
· Managing Cognizant pre-buy license inventory and ensuring commercial optimization
· Driving marketplace-based transactions and recurring revenue models.
Key Success Metrics
· AI partner-sourced and co-sell revenue growth.
· License and subscription revenue influenced or closed.
· Pipeline generation through hyperscaler AI motions.
· Number of joint AI offerings launched and scaled.
Qualifications
· 12-15 years of enterprise technology or partner sales experience, with strong exposure to hyperscalers.
· Proven success in AI, cloud, or data platform sales and co-sell models.
· Experience commercializing software licenses, subscriptions, or marketplace offers.
· Strong executive presence and ability to influence client, partner and internal stakeholders
· Strong understanding of AI ecosystems including GenAI platforms and foundation model providers.
Salary and Other Compensation:
Applications will be accepted until April 15, 2026.
The annual base salary for this position is between $175,000 - $185,000 depending on experience and other qualifications of the successful candidate.
This position is also eligible for Cognizant’s discretionary annual incentive program, based on performance and subject to the terms of Cognizant’s applicable plans.
Benefits: Cognizant offers the following benefits for this position, subject to applicable eligibility requirements:
- Medical/Dental/Vision/Life Insurance
- Paid holidays plus Paid Time Off
- 401(k) plan and contributions
- Long-term/Short-term Disability
- Paid Parental Leave
- Employee Stock Purchase Plan
Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, subject to applicable law.
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Disclaimer:
De informatie omtrent compensatie is accuraat ten tijde van deze posting. Cognizant heeft het recht om deze informatie aan te passen. Met lokale wetgeving in achtneming.