Solution Sales Executive – Software Engineering Group, Payer

About Cognizant

Cognizant is one of the world’s leading AI Builder and technology services providers, bridging the gap between AI investment and enterprise value by building full-stack AI solutions for our clients. Our deep industry, process and engineering expertise enables us to build an organization’s unique context into technology systems that amplify human potential, drive tangible outcomes and keep global enterprises ahead in a fast-changing world.

Cognizant’s unwavering focus on our clients is led by over 357,600 associates, who deliver services and solutions tailored to specific industries and the unique needs of the organizations we serve.

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.

• Own revenue and TCV (Total Contract Value) targets for the assigned account(s)
  • Achieve Sales targets while ensuring bookings mix supports in-year revenue goals.
  • 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
  • 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
    • Understand our clients’ priorities, problems and roadmap
    • Effectively identify and qualify prospects
    • Build client contacts and relationships (i.e., be viewed as a trusted advisor) with client decision makers (C-level and their directs)
    • Shape and influence the clients’ strategic direction via use of consultative selling approaches
    • 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.
    • Manage sales lifecycle from opportunity shaping/framing to negotiation/contracting scope of work for software development and integration programs
    • Work with clients to envision, structure, specify, and validate solution requirements
    • Where relevant develop high level solution architectures to confirm client expectations and enhance understanding of estimating teams
    • Assume ownership for aggregation and integration of relevant and compelling content (presentations and proposals) for pursuits from relevant service lines
    • Define & create required content to support pipeline generation presentations and proposals by collaboratively working with internal groups, SME’s and account relationship teams
    • 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…