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Strategic Partner Sales
3 months ago
(Banking & Financial Services, Capital Markets & Insurance - BFSI)
Summary: To drive accelerated growth with strong focus, we are building a Strategic Partner Sales (SPS) organization, reporting to the President of the Americas and aligned closely with the Head of Cognizant's Global Partner Ecosystem (GPE).
SPS will accelerate and amplify the impact of our partnership ecosystem, and fuel long-term growth by helping drive sales across all strategic partners working with our commercial teams. The team's initial focus will be on hyperscalers and our most strategic partners. Over the long-term, the SPS team will focus in five key areas:
1. Align the efforts of our commercial teams with our Global Partner Ecosystem.
2. Engage GPE and Service Line leaders to maximize our sales of solution offerings co-developed and jointly sold with our key partners
3. Strengthen ties with partner leadership to align activities and drive growth.
4. Identify future opportunities, market trends & investment strategies across BUs.
5. Align business plans with partners & internal leaders for targeted Sell With.
The BFSI Strategic Partner Sales industry leader will oversee Banking & Capital Markets, Financial Services & FinTech and Insurance verticals' strategic partnerships. This role is critical to helping Cognizant Americas grow its business, and reports to the Senior Vice President of SPS. The leader will work with senior BFSI leaders from Cognizant and our Strategic Partners to:
Strategically map our key relationships in BFSI and build strong connects & alignment between Cognizant BFSI commercial teams (SBU leaders, CPs, CRMs) and GPE leaders.
Initial focus: Hyperscalers (MSFT, GCP, AWS); Salesforce, Servicenow
Develop and execute plans to increase sales TCV through strategic partnerships
Work with BFSI SBU Heads & GPE leaders to shape deals with select partners to maximize win rates and total TCV
Work with Service Line Sales Leaders & GPE to maximize sales opportunities for co-developed solutions
Identify and cultivate relationships with strategic partner stakeholders
Work with GPE to strengthen relationships with strategic partners' leadership to better align & drive rapid 360 0 momentum
Support GPE in meeting annual partner stack ranking goals
Own industry targets by partner and Grow Sell-with Pipeline
Be BFSI "SME" for GPE leads and the SPOC for commercial teams looking to engage strategic partners. Familiarity with Specific solutions in areas such as Payments, Asset and Wealth Management, Property & Casualty, Life & Annuity, Retail Banking, Commercial Banking, Investment Banking and Market Infrastructure.
Monitor BFSI industry trends and competitor activity to develop and adapt investment strategy, business models & action plans to take advantage of market opportunities.
Represent Cognizant at BFSI / partner events and conferences.
Ideal Background:
(A) 10-12 years of relevant BFSI experience & success with strategic partnerships/sales.
(B) Proven ability to build collaborative relationships and drive towards common goals.
(C) Strong negotiation & influencing skills; problem solving & operating in fast-paced global matrix organization.
