AVP, Capital Markets IOA - 50 to 75% travel
COGNIZANT OVERVIEW
Cognizant Technology Solutions (NASDAQ: CTSH) is one of the world's leading professional services companies, transforming customers' business, operating, and technology models for the digital economy. With annual revenues of $18 billion and a market value of $41 billion, we help global corporations adapt to market disruptions and build stronger, more agile, and innovative businesses.
At Cognizant, we give organizations the insights to anticipate what customers want and act instantly to deliver on those demands so our clients can achieve the goal of every modern business: staying one step ahead of a fast-changing world. In addition to honors such as being listed #185 on the 2021 Fortune 500, Cognizant was again named on Fortune's List of the Global Most Admired Companies for 2022.
ROLE RESPONSIBILITIES: AVP, Capital Markets Leader IOA, North America
The lOA Leader, reporting to the VP - Capital Markets and Insurance, will be responsible for the following:
- Support BU in their growth strategy by:
- aligning IOA offerings and capabilities through industry battle cards and sales playbooks
- aligning SLSs to Accounts strategies
- providing direction and help for crafting client dialogues, presentations and proposals required to sell services
- acquiring new talent from the market and retaining existing talent to meet growth objectives
- helping ISG to create industry solutions that are relevant to current and future market trends
* Building a team of sales specialists across service lines. Creating and coaching the next gen leaders that are experts in orchestrating multi lines deals.
* Drive Sales growth for the Capital markets Offerings across Operations and Transformation for all existing clients and new clients.
* Coaching and guiding SLS, to make effective sales of solutions.
* Collaborate with platform vendors / Hyperscalers to create joint solution and joint GTM.
* Direct planning and execution of winning sales strategies on complex engagements for tech and business that address issues such as stakeholder management, competitive differentiation, and pricing to win.
* Contribution to Brand elevation.
* Support IOA leadership in their growth strategy by:
- aligning IOA offerings and capabilities through industry battle cards and sales playbooks
- aligning SLSs to Accounts strategies
- providing direction and help for crafting client dialogues, presentations and proposals required to sell services
- acquiring new talent from the market and retaining existing talent to meet growth objectives
* Act as Sponsor for select key clients.
* Strategy alignment with vertical and service lines.
* Branding: elevate cognizant brand with personal participation in industry.
* Ensure accuracy of TCV and revenue forecasts:
- Collaborate with Client Partners to ensure completeness and quality of pipeline data.
- Update monthly, quarterly, and annual sales forecasts for accounts assigned.
- Includes forecasting TCV close dates.
* Development of industry solutions.
* Influence internal and external stakeholders and create innovative solutions for strategic deals.
* Build key exec level relationships with client organizations.
Required and Preferred Qualifications and Experience:
- Leadership:
- Team building
- Orchestration/navigation
- Communication
- Driving the strategy for the associated vertical
- Commercial Mindset:
- Sales Acumen to run P&L within Capital Markets Segment
- Ability to identify growth areas and prioritize the same
- Ability to run large deals
- Ability to deliver and drive growth
- Ability to be an executive sponsor to select accounts to transform the same
- Industry presence:
- Knowledge and personality to represent Cognizant in the industry
- Ability to publish whitepapers, webinars etc. to establish and expand the Brand
- Transformation or Operations Experience:
- Ability to drive Transformation deals
- Integrated service line deal knowledge
- Ability to define or contribute to strategy for vertical growth
ESSENTIAL
* Minimum 20 years of Work Experience.
* At least 10 years experience selling BPO/professional services to Capital Markets Firms.
* At least 5 years experience managing P&L roles and managing high performing sales teams.
* Strong experience having worked/ Selling to Custodians, Investment Banks, Wealth Management Firms and Asset Managers.
EDUCATION:
* Management/ Business/ Economics; master's degree is preferred.
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