Summary of Department Focus:
Cognizant is looking for a highly-accomplished, results-driven senior sales executive to originate, advance, and close large sales opportunities in outsourcing. This individual will be working with industry community (Client Partners, SLM (Service line managers) IOA leadership and the ASEAN MCU (Market Commercial Unit) leadership to drive sales and business development in a high growth and highly autonomous environment
Summary Job Description:
- Define and improve the go-to-market plans, offerings and value propositions for ASEAN Region
- Drive sales and pipeline for ASEAN Market
- Build strong internal relationships with Cognizant’s ASEAN MCU & MDU, IOA Commercial/Offshore Delivery Heads and other core leaders.
Key Accountabilities
- Sales Plan Creation – A critical early task will be developing and executing a growth plan for region.
- Demand Generation – Identify prospects, create marketing plans and take responsibility to engage new clients in conversation
- Pipeline Management –Strong pipeline building, qualifying high priority deals and winning new business in line with agreed targets.
- Proposal Development - Understand customer needs and translate them into winning proposals for Cognizant and its customer in partnership with the presales and solution teams
- Solution Development Oversight – As a pursuit leader, partner with solution architects, delivery teams and other horizontal practices (e.g. AIA, EAS) to create effective deal solutions.
- Deal Shaping / Pricing Development – Develop creative deal shapes, commercial structures and pricing proposals as part of a winning sales pursuit. Work closely with the business unit and regional FP&A teams
- Closing Sales- The main responsibility and focus of the role will be the growth of our IOA business within region. Specifically, win new deals.
- Market Intelligence - Provide competitive intelligence associated with market pricing and specific competitor strengths, weaknesses, tactics, etc.
- Marketing - Leverage Cognizant’s marketing organization and capabilities to create innovative marketing activities targeted for specific sales opportunities and general local market brand building.
- C-Level Client Relationship Building - Build relationships across CXO levels in client organizations and developing executive level relationships.
- Regular Third Party Intermediary Interaction - Participate in industry 3rd party seminars, meetings, analyst forums, Cognizant capability presentations, etc. to develop deeper industry connects and relationship.
- Renewal deals in the industry - Build relationships with the potential customers by working with Vertical and Country teams. Build disruptive propositions to hunt and win.
Job Requirements:
Key Competencies
- BPO – Deep understanding of Digital Operations/DBO and able to engage C-level executives in detailed BPO deal, solution, transition, and transformation shaping discussions.
- Solution Development – Experience in developing BPO solutions ground up, in partnership with different stakeholders within an organisation.
- Hands on participation in solution and content development
- Ability to lead and work in diverse, multi-functional teams
- Industry Experience - Demonstrated ability to understand business process challenges in one or more of our key industries and translating the needs in developing compelling business process solutions with a strong focus on technology-enabled process delivery.
- Global Experience – Significant ASEAN experience required including being conversant in global service delivery models – both shared services and Tech led BPO.
- Verbal Communication Skills – Excellent public speaking and presentation skills and ability to convey complex and detailed deal elements in a compelling, engaging manner.
- Written Communication Skills – Ability to create compelling sales story lines and PowerPoint decks for presentation to C-level executives.
- Approach to Work – Possess the innate ability to thrive in a fast-paced, client-focused, changing environment and work independently in a self-directed manner.
- Knowledge
- Global Business Services – Client-facing GBS project experience is preferred.
- Technology - Understanding of technology solutions is required, especially how it affect business and operations.
- Professional Contacts – Existing strong relationships in local ASEAN region with third party advisors, industry analyst, and potential C-level clients.
- Matrixed Organization – Experience working in a highly matrixed organization is preferred.
- Virtual Work Environment – Experience working in a virtual office/home work environment is preferred.
Experience
- 10 to 12+ years of experience in Sales and Business development working for tech lead BPO companies is essential
- Preferably Manufacturing, Logistics, Energy Utility, Retails Goods, Travel & Hospitality Services domain
- Should be able to meet/deliver annual sales target of 40M to 50M TCV
Qualifications
- Degrees – MBA or advanced degree in related field is preferred.
