Service Line Specialist

2 days ago

Newark NJ United States Cognizant Technology Solutions Full time

SERVICE LINE SALES SPECIALIST (SLS) - Software and Platform Engineering

Associate Director Location: NJ or PA

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, is consistently listed among the most admired companies in the world. Learn how Cognizant helps clients lead with digital at www.cognizant.com.

Overview

Cognizant's Software Platform & Engineering service line provides transformative modern engineering services at scale for our clients. Comprised of four practices - Digital Experience (DX), Digital Engineering, Application Development & Management and Quality Engineering & Assurance - we provide end-to-end value to organizations looking to escape legacy constraints, modernize technical architecture and culture to be future fit, and produce greenfield products and services.

We are looking for a multifaceted, results oriented, commercial leaders in software platforms and engineering field keen to be part of an ambitious culture accelerating digital change for our large, sophisticated clients. Service Line Sales Specialists (SLS) are field sales executives passionate about crafting, pursuing, and closing opportunities in nominated industry markets. We work closely with and within client accounts to support vertical industry growth.

The SLS will provide deep expertise in one or more of the Software and Platform Engineering Practice supporting Cognizant's client account teams in vertical markets and their account expansion plans into new markets and business areas. SLS's are usually assigned into existing markets and some SLS' will also engage in new logo markets.

The Service Line Specialist will be a "trusted advisor" to both the client and the Cognizant Client Partner blending strategic, tactical and 'street savvy' sales experience.

Responsibilities
  • Forge relationships with VP/CXO decision makers across IT and business teams in the Insurance domain
  • Map client organization, build outstanding relationships with new business units, and build a sales strategy for developing new business opportunities
  • Run end-to-end lead generation, sales, and RFI/RFP processes
  • Drive collective focus with multiple teams on larger multi service line deals
  • Drive revenue by prioritization, structuring, and leading digital engagements
  • Partner with practices and delivery organization to co-define and drive transformation strategy and service offerings across the areas of Software Engineering, Experience technologies, design and Quality Engineering
  • Own and deliver on revenue and Total Commercial Value targets
  • Envision and build new opportunities within existing and new businesses
  • Lead financial and contract terms, negotiation, and outsourcing discussions
  • Help account leadership and delivery leadership by highlighting risks and issues related to the engagements
  • Develop and carry out Account Growth strategy and business plans relevant to Digital, Experience and Quality Engineering. Coordinate with account teams to integrate with the account's larger growth plan
  • Responsible for Sales, Business Development & Customer Relationship activities
  • Work in a matrix organization, enabling prospecting and other sales management goals.
  • Lead operations and maintain process and system hygiene to enable system oriented KPI's and measurement.
Qualifications:
  • Sales Experience: 10+ years of demonstrated ability in consultative selling of software engineering and experience design services/solutions, including both custom developed and platform-based solutions.
  • 2+ years of Insurance domain experience.
  • Proven ability to lead entire sales lifecycle from opportunity identification (focus on farming) to negotiation/contracting.
  • Capable of working with clients to envision, structure and specify solution requirements. Demonstrated ability to close deals ranging in size from $250K to $5M+
  • 5+ years of experience in software development and implementation.
  • Strong knowledge of current industry trends and capabilities in software, experience, and quality engineering fields.
  • Strong verbal and written communication skills. Proficient in structuring and editing presentations and proposals, demonstrating the use of both self-generated and colleague-provided content.
  • Self-drive, flexibility and ownership of objectives
  • Logical and structured approach to presenting opinions/views and interpretation of information.
  • Demonstrated ability to influence decisions makers and develop followership among colleagues and subordinates.

Why Choose Cognizant?

It takes a lot to succeed in today's fast-paced market, and Cognizant Digital Business has become a leader in the industry. We love big ideas and even bigger ambitions. We stand out because we put human experiences at the core.

We help clients engage customers by envisioning and building innovative products and services. But we don't stop there. We develop go-to-market strategies and invent entirely new business models, ensuring that every company we work with walks away with both new insights and a plan. Everything we do at Cognizant we do with passion-for our clients, our communities, and our organization. It's the defining attribute that we look for in our people.

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