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Senior Manager of Partner Sales
2 months ago
Position Title: Director of Strategic Partner Sales in BFSI
Industry Focus: Banking, Financial Services, Capital Markets, and Insurance
Role Summary: To foster significant growth with a concentrated approach, we are establishing a Strategic Partner Sales (SPS) division, reporting directly to the President of the Americas and closely aligned with the Head of Cognizant's Global Partner Ecosystem (GPE). The SPS division will enhance and magnify the effectiveness of our partnership network, propelling long-term growth by facilitating sales across all strategic partners collaborating with our commercial teams. The initial emphasis will be on hyperscalers and our most vital partners. Over time, the SPS division will concentrate on five primary objectives:1. Synchronize the efforts of our commercial teams with our Global Partner Ecosystem.
2. Collaborate with GPE and Service Line leaders to optimize our sales of solution offerings co-created and jointly marketed with our key partners.
3. Fortify connections with partner leadership to harmonize activities and stimulate growth.
4. Discover future opportunities, market dynamics, and investment strategies across Business Units.
5. Align business strategies with partners and internal leaders for targeted collaboration.
The BFSI Strategic Partner Sales Director will manage strategic partnerships across Banking, Capital Markets, Financial Services, and Insurance sectors. This role is essential for advancing Cognizant Americas' business objectives and reports to the Senior Vice President of SPS. The director will collaborate with senior BFSI leaders from Cognizant and our Strategic Partners to:· Strategically outline our key relationships in BFSI and establish robust connections and alignment between Cognizant BFSI commercial teams (SBU leaders, CPs, CRMs) and GPE leaders.
· Initial focus: Hyperscalers (MSFT, GCP, AWS); Salesforce, Servicenow
· Formulate and implement strategies to enhance sales Total Contract Value (TCV) through strategic partnerships.
· Partner with BFSI SBU Heads and GPE leaders to structure deals with select partners to maximize win rates and overall TCV.
· Collaborate with Service Line Sales Leaders and GPE to capitalize on sales opportunities for co-developed solutions.
· Identify and nurture relationships with key strategic partner stakeholders.
· Work alongside GPE to strengthen ties with strategic partners' leadership to better align and drive rapid momentum.
· Assist GPE in achieving annual partner performance goals.
· Own industry targets by partner and expand the Sell-with Pipeline.
· Serve as the BFSI Subject Matter Expert (SME) for GPE leads and the Single Point of Contact (SPOC) for commercial teams seeking 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 is essential.
· Monitor BFSI industry trends and competitor activities to develop and adjust investment strategies, business models, and action plans to seize market opportunities.
· Represent Cognizant at BFSI and partner events and conferences.
Preferred Qualifications:(A) 10-12 years of relevant experience in BFSI with a proven track record in strategic partnerships and sales.
(B) Demonstrated ability to cultivate collaborative relationships and drive towards shared objectives.
(C) Exceptional negotiation and influencing skills; adept at problem-solving and operating within a fast-paced global matrix organization.
