We are looking for complex, results-oriented, experienced field sales executives keen to be part of a results-oriented culture accelerating digital change for our large, complex clients. Service Line Sales Specialists (SLS) are field sales executives passionate about creating, pursuing, and closing opportunities in nominated industry markets. We work closely with and within client accounts to support vertical market alignment.
SLS provides deep expertise in one or more DB&T Practice or Business areas to support Cognizant’s client account teams in vertical markets and their account expansion plans into new markets and business areas. They are usually assigned to existing markets, and some SLSs will also engage in new logo markets.
The Service Line Specialist will be a “trusted advisor” to the client and the Cognizant Client Partner, blending strategic, tactical, and hard-working sales experience.
Key Responsibilities
- Deliver sales results and supply to revenue growth for DB&T and nominated industries
- Grow pipeline through existing accounts and if appropriate, new logo accounts
- Bring a ‘hunting’ mentality 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 Cognizant’s value to our clients
- Bring cultural awareness and interpersonal savvy to navigate sophisticated client collaborator 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’
- Nurture client relationships to develop further growth and cross-selling opportunities at CxOs levels
- Be knowledgeable on the DB&T offerings, products, credentials and case studies
- Actively participate and collaborate in the DB&T sales teams and with the account/client teams
- Where relevant, build and maintain productive mutual working relationships with alliance partner counterparts
- Build, drive and deliver sales forecasts for deals that meet or exceed budgets in a visible 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
- Give constructively and creatively into the client account planning and pipeline generation activities led by Cognizant industries and business units
- Give to proposal development either directly or in collaboration with bid management and solution architect teams
- Identify early renewal opportunities that can be enhanced into transformation client conversations
Qualifications
- Salesforce – Experience with multiple Salesforce Clouds such as Sales, Marketing, Service, Commerce etc.
- Insurance experience is highly preferred
- 3+ years experience in IT services and sales in large enterprise organizations
- Consistent 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 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 DB&T service line practices and business groups
- Excellent problem solving, business communication (written & oral) skills
- Well organized and experience with being adaptable to client needs
- Mature client engagement and leadership 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.
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