Job Description

QEA

As enterprises simplify, modernize and secure their legacy environments for the digital era, robust quality assurance (QA) is essential. Quality takes an end-to-end connotation and must straddle both legacy and digital systems. Cognizant Quality Engineering & Assurance (QE&A) is reimagining QA for our clients, employing an end-to-end ecosystem approach with intelligent and automated QA processes. In so doing, clients gain quality and speed to promote faster business and technology change, as well as a better customer experience.

The Role Service Line Sales Specialist (SLS)

We are looking for dynamic, results oriented, experienced field sales executives keen to be part of an entrepreneurial culture accelerating digital change for our large, complex clients. Service Line Sales Specialists (SLS) are field sales executives focused on creating, pursuing and closing opportunities in nominated industry markets. We work closely with and within client accounts to support vertical market alignment.

SLS provide deep expertise in one or more of the DS&T Practice or Business areas to support Cognizants client account teams in vertical markets and their account expansion plans into new markets and business areas. SLS 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 smart sales experience.

Key Responsibilities:

* Deliver sales results and contribute to revenue growth for DS&T and nominated industries
* Grow pipeline through existing accounts and if appropriate, new logo accounts
* Bring a hunting mindset to all market and sales opportunities shape and share value propositions
* Promote solution sales models and longer value-based contracts
* Cultivate and share a relevant industry or technology point of view (POV) with clients and peers to increase Cognizants value to our clients
* Bring cultural awareness and interpersonal savvy to navigate complex client stakeholder environments
* Work to close deals using sales best practices such as client call plans, win strategies, close plans and Cognizant sales tools and methodologies such as the Deal Health Checklist
* Cultivate client relationships to foster further growth and cross selling opportunities at CxO levels
* Be knowledgeable on the DS&T offerings, products, credentials and case studies
* Actively participate and collaborate in the DS&T sales teams and with the account/client teams
* Where relevant, build and maintain productive mutual working relationships with alliance partner counterparts
* Create, drive and deliver sales forecasts for deals that meet or exceed budgets in transparent and predictable manner using the Cognizant SFDC CRM tool Winzone
* Ensure Winzone is regularly updated at least weekly with all details on sales activities
* Participate as required in regular sales pipeline and review cadences
* Contribute constructively and creatively into the client account planning and pipeline generation activities led by Cognizant industries and business units
* Contribute to proposal development either directly or in collaboration with bid management and solution architect teams
* Identify early renewal opportunities that can be leveraged into transformation client conversations

Required Qualifications:

* 10 years + experience in IT services and sales in large enterprise organizations
* Proven track record of sales experience and success delivering to and exceeding sales quotas
* 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, winning new deals in customer accounts in line with pipeline planning and pre-agreed targets.
* Recent experience working for IT professional services or management consulting firm(s)
* Deep experience in one or more of the DS&T service line practices and business groups
* Excellent problem solving, business communication (written & oral) skills
* Well organized and experience with being responsive to client needs
* Mature client engagement and management skills - ability to build client relationships; strengthening partnerships by focusing on exceptional client experience, risk management and value realization built on the foundation of Cognizant leadership capabilities
* Bachelor's degree required OR equivalent combination of education, training, and experience
* Under normal (non pandemic) conditions, typically up to 50% travel is required.
* Ability to work collaboratively in a virtual and highly-matrixed environment

Additional Requirements for QEA:

QEA agile methodologies, Devops, POD functionality, system architectures, databases, web services and/or all aspects of testing best practices and latest toolsets across all forms of systems technology platforms and services