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 identifiedInvests 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 clientsResponds to and deliver on client requests; responds to RFP’sIdentifies opportunities makes proactive proposals to client in line with account strategyObtains the approvals to pursue opportunitiesLeads pursuits to close new and expansion opportunities related to their sales specialisms working closely with Client Leadership TeamSecures revenue renewals related to their sales specialismsEngages the relevant internal Cognizant teams and service lines team for developing solutionsEnd to end account management including account forecasting budgeting and operationsDrive RFP responses as well as proactive sales leading to revenue acceleration. Be able to spot opportunitiesAbility 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 EngineeringHandles risks and issues related to the account including delivery oversightCreates and presents account QBR presentations and executive status reportsExperience & Skills
10+ years of experience in a senior-level consulting client-facing role or account manager leadership roleAbility 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 clientKnowledgeable 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 propositionStrong experience in direct interaction with customers in the local marketAbility to drive and orchestrate conversations with point of view to CxO and Head of Digital and/or TechnologiesShould have led sales pursuits in the past with the ability to size up dealsShould be knowledgeable in cross-industry use cases for SPEStrong knowledge of the relevant partner ecosystem and the ability to collaborate within the ecosystemRecent 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 essentialExperience developing opportunity pipelines qualifying high priority deals and winning new business in line with agreed targetsExperience 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 teamsAbility to work collaboratively in a virtual and highly-matrixed environmentCloud Legacy modernization Modern Engineering (Full Stack Engg SRE and SDET) AI and Automation experience and knowleage are preferable.
The Cognizant community:
We are a high caliber team who appreciate and support one another. Our people uphold an energetic, collaborative and inclusive workplace where everyone can thrive.
- Cognizant is a global community with more than 300,000 associates around the world.
- We don’t just dream of a better way – we make it happen.
- We take care of our people, clients, company, communities and climate by doing what’s right.
- We foster an innovative environment where you can build the career path that’s right for you.
About us:
Cognizant is one of the world's leading professional services companies, transforming clients' business, operating, and technology models for the digital era. Our unique industry-based, consultative approach helps clients envision, build, and run more innovative and efficient businesses. Headquartered in the U.S., Cognizant (a member of the NASDAQ-100 and one of Forbes World’s Best Employers 2024) is consistently listed among the most admired companies in the world. Learn how Cognizant helps clients lead with digital at www.cognizant.com
Our commitment to diversity and inclusion:
Cognizant is an equal opportunity employer that embraces diversity, champions equity and values inclusion. We are dedicated to nurturing a community where everyone feels heard, accepted and welcome. Your application and candidacy will not be considered based on race, color, sex, religion, creed, sexual orientation, gender identity, national origin, disability, genetic information, pregnancy, veteran status or any other protected characteristic as outlined by federal, state or local laws.
Disclaimer:
Compensation 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.
Applicants may be required to attend interviews in person or by video conference. In addition, candidates may be required to present their current state or government issued ID during each interview.
