About Cognizant
Cognizant engineers modern businesses. We help our clients modernize technology, reimagine processes, and transform experiences so they can stay ahead in a constantly evolving world. As an AI Builder and technology services provider, we combine deep industry expertise with advanced AI, cloud, and data capabilities to help clients build enduring competitive advantage — building the bridge between AI investment and enterprise value. Our associates operate at the intersection of business and technology, delivering outcomes that matter across banking and financial services, insurance, government, healthcare, and beyond.
The Opportunity
Cognizant's Intelligent Enterprise Platforms (IEP) service line in Australia & New Zealand is scaling its SAP AI capability. We are seeking a Service Line Specialist Director to own and grow the SAP AI sales agenda across the region. This is a senior, individually accountable sales role: you will carry your own quota, drive SAP AI-led pursuits spanning SAP Business AI and Joule adoption, agentic AI use cases, and generative AI extensions across S/4HANA Cloud, SuccessFactors, and BTP (aka SAP Business AI Platform BAIP) from qualification through contract close. You will act as the Practice's senior voice on SAP AI solutioning in front of client executives. Based in Melbourne, you will work closely with IEP leadership, delivery leaders, and adjacent AI and Data practices to build a durable SAP AI pipeline and convert it into signed, deliverable business.
This role is built for a candidate with a genuine background in IT services sales, a person who has sold and closed complex, multi-year technology services engagements, not solely program management, account management, or general business development. Deep SAP domain knowledge combined with current SAP AI and Joule expertise is expected; the ability to translate Joule's agentic capabilities and SAP Business AI roadmap into a client-ready commercial narrative is the differentiator we are hiring for.
Key Responsibilities
Own and drive an individual sales quota for SAP AI-led engagements across priority ANZ accounts, sourcing net-new opportunities and expanding Cognizant's footprint within existing client relationships.
Act as the senior SAP AI subject-matter authority and trusted advisor to client executives, shaping deal strategy and positioning Joule adoption, custom Joule Skills, and agentic AI use cases within a broader digital transformation narrative.
Lead negotiations on complex, multi-stakeholder SAP AI-led IT services contracts, structuring commercial terms that protect margin while meeting client expectations on scope, risk, and value.
Partner with IEP leadership, delivery leaders, and Cognizant's AI and Data & AI practices to construct joint solutions spanning SAP Business AI, Joule, and BTP, ensuring a seamless handover from sales into delivery, including engagement in QBRs on active accounts.
Build and maintain a qualified, forecastable SAP AI pipeline, applying disciplined opportunity qualification, deal reviews, and accurate forecasting to support practice-level revenue planning.
Represent Cognizant's SAP AI capability in client executive briefings, industry forums, and market-facing events to build brand visibility and generate incremental pipeline around Joule and SAP Business AI adoption.
Coach and upskill account teams and junior sales colleagues on SAP AI and Joule solutioning and IT services selling techniques, reinforcing consultative, value-based selling over feature-led positioning.
Maintain accurate, current pipeline and account records in the Salesforce CRM platform, supporting practice-level forecasting, contract bookings tracking and reporting cadence.
Performance Measures
● Achievement against individual SAP AI sales quota / Total Contract Value (TCV) target.
● Net-new pipeline generated and pipeline-to-close conversion ratio for SAP AI / Joule-led opportunities
● Split between net-new logo revenue and expansion revenue within existing accounts
● Client CSAT/NPS on SAP AI-led engagements at contract signing and post-transition to delivery
● Forecast accuracy and discipline of CRM pipeline hygiene
● Contribution to QBR outcomes and delivery-led sales expansion on active accounts
Candidate Profile
● 15+ years of IT services sales or business development experience, with a demonstrable track record selling SAP-led solutions. This is a distinct requirement and is not satisfied by general program management, account management, or delivery-only experience.
● Proven history of carrying and consistently exceeding an individual sales quota within a technology or IT services environment.
● Strong current knowledge of SAP Business AI and Joule including Joule Skills, Joule Studio, and agentic AI capabilities across S/4HANA Cloud, SuccessFactors, Ariba, and BTP/BAIP with the ability to position these within a broader digital transformation narrative.
● Demonstrated executive presence and negotiation skill, with experience closing complex, multi-stakeholder IT services contracts.
● Prior experience operating within the Australia & New Zealand market, with an understanding of local buyer dynamics, procurement processes, and the competitive landscape.
● Experience using CRM platforms (e.g., Salesforce) to manage pipeline, forecasting, and account records.
● SAP Certified Application Associate (Sales Management) or an equivalent SAP or SAP AI credential is preferred, though not a mandatory prerequisite for candidates who meet the experience bar above..
Equal Opportunity Statement
Cognizant is an equal opportunity employer that is committed to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status, or any other characteristic protected by applicable law.
About Cognizant:
Cognizant (Nasdaq: CTSH) is an AI Builder and technology services provider, bridging the gap between AI investment and enterprise value by building full-stack AI solutions for our clients. Our deep industry, process and engineering expertise enables us to build an organization’s unique context into technology systems that amplify human potential, drive tangible outcomes and keep global enterprises ahead in a fast-changing world. See how at cognizant.ai or @cognizant.
Additional employment information
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.
Cognizant is an equal opportunity employer. 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 characteristic protected by federal, state or local laws.
If you have a disability that requires reasonable accommodation to search for a job opening or submit an application, please email [email protected] for roles based in the Americas or [email protected] for roles based in India.
