Service Line Sales Specialists (SLSs) 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.
In this role, the SLS will focus on Cognizant Digital Engineering Service Line. The SLS will balance client/project responsibilities with business development and sales responsibilities including identifying, qualifying and closing new business opportunities in Digital Engineering. The SLS should be a dynamic, results oriented, experienced Digital Engineering field sales executive keen to be part of a results-oriented culture accelerating digital change for our large, complex clients.
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 of the Client Partner
- Invests 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 clients
Business Development
- Responds to and deliver on client requests; responds to RFP’s
- Identifies opportunities, makes proactive proposals to client in line with account strategy
- Obtains the approvals to pursue opportunities
- Leads pursuits to close new and expansion opportunities related to their sales specialisms, working closely with Client Leadership Team
- Secures revenue renewals related to their sales specialisms
- Engages the relevant internal Cognizant teams and service lines team for developing solutions
- End to end account management including account forecasting, budgeting and operations
- Handles risks and issues related to the account, including delivery oversight
- Creates and presents account QBR presentations and executive status reports
Experience & Skills
- Experience in a senior-level consulting client-facing role or account manager leadership role
- Knowledgeable in Digital Engineering products and/or Customise Software/ Solutions in the market is a MUST
- Strong experience in direct interaction with customers in Singapore market related to Digital Engineering
- Ability to independently have conversation with point of view on Digital Engineering to CxO and Head of Digital and/or Data
- Should have done Digital Engineering solutions in the past with the ability to size up deals
- Should be knowledgeable in cross-industry use cases for Digital Engineering
- Strong knowledge of the relevant partner ecosystem and the ability to collaborate within the ecosystem
- Recent 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 essential
- Experience developing opportunity pipelines, qualifying high priority deals, and winning new business in line with agreed targets
- Experience 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 teams
- Ability to work collaboratively in a virtual and highly-matrixed environment
