Full Job Description
Overview
In this role, the SLS (Service Line Specialist) will focus on Software Engineering Group (SEG) which covers key offerings such as AI led Software Product Engineering and Development, AI led Application Modernization, AI led IT Operations (Zero Ops) and AI led Quality Assurance Services. He or she will focus on growing revenue, bookings and operating margin in assigned portfolio of accounts with business development and sales responsibilities including identifying, qualifying and closing new business opportunities within SEG. The position also requires working with and leveraging a top-notch client leadership team. The individual will also be developing strategies and tactics for further penetrating the account in addition to cross selling Cognizant's emerging services. The SLS will collaborate with the Client Partners in achieving "trusted advisor" status and have a mix of strategic and tactical management experience.
Responsibilities
• Own revenue and TCV (Total Contract Value) targets for the assigned account(s)
o Achieve Sales targets while ensuring bookings mix supports in-year revenue goals.
• Ensure accuracy of TCV and revenue forecasts
o Collaborate with Client Partners to ensure completeness and quality of pipeline data
o Update monthly, quarterly, and annual sales forecasts for accounts assigned
o Includes forecasting TCV close dates
• Drive generation and conversion of pipeline by collaboratively working with account relationship teams to establish connections with Client stakeholders that can lead to identification of qualified opportunities
o Understand our clients' priorities, problems and roadmap
o Effectively identify and qualify prospects
o Build client contacts and relationships (i.e., be viewed as a trusted advisor) with client decision makers (C-level and their directs)
o Shape and influence the clients' strategic direction via use of consultative selling approaches
o Present a compelling business case to pursuit teams required to maintain commitment and focus when driving new opportunities.
• Plan and lead the development of winning sales strategies on complex engagements that address issues such as stakeholder management, competitive differentiation, and pricing to win.
o Manage sales lifecycle from opportunity shaping/framing to negotiation/contracting scope of work for software development and integration programs
o Work with clients to envision, structure, specify, and validate solution requirements
o Where relevant develop high level solution architectures to confirm client expectations and enhance understanding of estimating teams
o Assume ownership for aggregation and integration of relevant and compelling content (presentations and proposals) for pursuits from relevant service lines
o Define & create required content to support pipeline generation presentations and proposals by collaboratively working with internal groups, SME's and account relationship teams
o Provide actionable guidance to estimation teams to ensure that deals are priced to win without compromising margin or solution differentiation
• Maintain a combination of specialist, working, and basic knowledge of digital technologies, emerging trends, and their applicability to industries & domains
• SLSs (Service Line Specialists) should be "T-shaped" technologists that are expected to develop specialization in one or two offerings/capabilities based on his/her strengths
o In their area(s) of specialization SLSs should be able to lead the first 3-4 client conversations on their own before involving SMEs (subject matter experts)
o The implication is that SLSs must define their learning priorities based on their portfolios and opportunities
§ SLSs should do their own analysis and due diligence before reaching out to solutions teams and SMEs
§ More specifically, SLSs are expected to attempt to define and frame the elements required to solve a challenge first and then involve additional solutions teams and SMEs as required to drive to the level of detail required for a proposal
Required Experience
• 7+ years' experience in consultative selling of software and platform engineering solutions.
o Defining story boards for presentations and proposals that resonate with a broad range of technical and non-technical client stakeholders
o Orchestrating participation of specialists/subject matter experts across a matrix organization to generate required content
o Editing and contributing content as required to ensure the presentations and proposals are cohesive and compelling
• 5+ years' experience influencing senior IT and business decision makers
• 8+ years' experience in software development and systems integration
• Working knowledge of a broad range of technical specializations with substantive depth in at least two. Relevant topics include
o Agile development methodologies
o Application Modernization approaches
§ Includes high level understanding of emerging patterns in the Sw+ application modernization space
o API (Application Programming Interfaces) / Micro services Driven Architecture Design Patterns
o DevOps methods and tools
o Site Reliability Engineering
Preferred Capabilities/Skills/Years of Experience
• Working knowledge of Payer/Provider industry trend, priorities, and platforms
• Training and certifications in enabling technologies
Salary and Other Compensation:
The annual salary for this position is between $160,000-$175,000 depending on experience and other qualifications of the successful candidate.
This position is also eligible for Cognizant's discretionary annual bonus program, based on performance and subject to the terms of Cognizant's applicable plans.
Benefits
Cognizant offers the following benefits for this position, subject to applicable eligibility requirements
• Medical/Dental/Vision/Life
• Paid holidays plus Paid Time Off
• 401(k) plan and contributions
• Long-term/Short-term Disability
• Paid Parental Leave
• Employee Stock Purchase Plan
Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, based on applicable law.
Work Authorization
Must be legally authorized to work in the United States without the need for employer sponsorship, now or any time in the future.
