Sales Lead - Infrastructure Service

Summary of Role

Service Line Specialists (SLSs) provide deep expertise in a Service Line Practice Area within Cognizant to support the Client Leadership Team to close new and expansion opportunities on accounts. They are actively involved in growing the service line’s footprint and assisting the Client Partners to engage clients with service line opportunities. SLSs are trusted advisors with a good mix of strategic and tactical management experience.

In this role, the SLS will focus on Cloud Infra and platforms which covers these areas of Cognizant Core Technology & Insights (CTI):
• Cloud, Infrastructure & Security Practice (CIS)
• AWS Business Group
• Microsoft Business Group
• Google Business Group

The SLS will balance client/project responsibilities with business development and sales responsibilities including identifying, qualifying and closing new business opportunities within Cloud Infra and Platforms. The individual should be a dynamic, results oriented, experienced field sales executive keen to be part of a results-oriented culture accelerating digital change for our large, complex clients.

Role Responsibilities

§ Market Leadership:

o Lead and champion Cognizant’s Experience design led application offerings in market

o Collaborate across all of Cognizant practices and offerings in AI, Data, IoT and Applications to ensure we grow share in world class digital innovation, mobile/web applications helping clients reinvent their businesses

o Achieve annual sales and revenue targets for Experience and Applications group in market

o Work closely with Client Partners and overall team to develop and execute client strategy

o Provide subject matter expertise to proposal development and overall solution.

§ Relationship Management:

o Execute and manage the account plan within function/specialism in collaboration with the Client Partners

o Invest time in strengthening existing client relationships. Participate in reviews and provides educated and relevant perspectives.

o Client relationship management; engage with CXO, VP and Director level clients

§ Business Development:

o Respond to and deliver on client requests; responds to RFP’s.

o Identify opportunities, makes proactive proposals to client in line with account strategy.

o Obtain appropriate approvals to pursue opportunities.

o Lead pursuits as a pursuit owner to close new and expansion opportunities related to their sales specialisms, working closely with Client Leadership Team.

o Engage the relevant internal Cognizant teams and service lines team for developing solutions.

o End to end account management including account forecasting, budgeting and operations.

o Create and present account pipeline; QBR presentations and executive status reports

Experience & Skills

Strong combination in the following:

§ 10+ years of experience in a senior-level consulting client-facing role or account manager leadership role with good knowledge and prior experience and a strong track record in selling in the following areas of Cloud:

o CIS – Cloud/Infrastructure/ITO – deep experience across a mix of cloud technologies (AWS, Azure, GCP, hybrid, ServiceNow) and/or technology infrastructure models (workplace/EUC, data center, managed services, service /asset management)

o CIS – Cybersecurity – specific experience and certifications in cyber security disciplines and capabilities

o AWS – experience selling AWS-based (or IaaS) solutions, preferably large deals. Relationship with AWS alliance executives.

o Microsoft – experience selling Microsoft Azure-based (or IaaS) solutions, preferably large deals. Relationship with Microsoft alliance executives.

§ Understanding drivers and enablers of digital transformation within companies, eg, data, Applications, Cloud

§ Good understanding / connects within the local Hong Kong market and well-connected in the Cloud ecosystem.

§ Recent experience working for IT professional services or management consulting firm(s)

§ Recent experience managing global service delivery model(s)

§ Excellent problem solving, business communication (written & oral), and client management skills are essential

§ 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

§ 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, win new deals in customer account per pre-agreed targets.

§ Proven leadership qualities such as conflict/issue resolution, strategic and critical thinking and ownership, particularly with highly diverse teams

§ Ability to work collaboratively in a virtual and highly matrixed environment

§ Ability to communicate in local languages is a plus

§ Bachelor's degree required OR equivalent combination of education, training, and experience

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