Senior Service Line Specialist
Cognizant Technology Solutions
Missoula, MT 59812
Posted 10 months ago
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Job Type(s)
Full Time
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Industry
Manufacturing, Operations
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Job Description
Senior Service Line Specialist
Position Overview
Service Line Specialists provide deep expertise in the Revenue Management service line to support the Client Leadership Team to close new and expansion opportunities on accounts. Revenue Management includes the quote to cash business domains of CPQ, Contract Lifecycle Management, Billing, and Sales Performance Management. The SLS will be actively involved in growing the service lines footprint and assisting the account owners to engage clients with service line opportunities. Responsibilities of this role include; the creation of leads via prospecting/networking activities, qualification of potential opportunities for customer fit and budget, creation of solicited and unsolicited proposals and RFP responses with limited assistance, working with appropriate delivery staff to create complex solution proposals, and closing potential business opportunities. This role requires gaining client commitment for contracts and managing the client relationship through the initial project. The individual will be responsible for overseeing development of strategies and tactics for further penetrating accounts, in addition to cross selling Cognizants emerging services. The Service Line Specialist will support the Client Partner in achieving trusted advisor status and have a mix of strategic and tactical management experience.
Key ResponsibilitiesProvide deep expertise in a Service Line Practice Area to support the Client Leadership Team. Lead pursuits working alongside the Client Partner on non-strategic opportunities. Will lead pursuits that align to their specialism alongside the Client Partner. Focus on working within Client Leadership Team to develop sales strategies to engage client. Will focus on hunting deals that drive specific growth imperatives and on closing transformative, rather than transactional, opportunities.
Market Leadership:
Creates sales strategies and plan for the Client Partners review and for its incorporation into the broader client strategy and plan.
Provides subject matter expertise to proposal development and overall solution.
Relationship Management:
Executes and manages the account plan within function/specialism under the guidance of the Client Partner.
Invests time in strengthening existing client relationships. Participates in reviews and provides educated and relevant perspectives.
Client Relationship Management; engage with CXO, VP and Director level clients.
Business Development:
Responds to and deliver on client requests; response to RFPs.
Identifies opportunities, makes proactive proposals to client in line with account strategy.
Obtains the approvals to pursue opportunities.
Leads pursuits to close new and expansion opportunities related to their sales specialisms, working closely with Client Leadership Team.
Secures revenue renewals related to their sales specialisms.
Engage the relevant internal Cognizant teams and service lines team for developing solutions.
Handle risks and issues related to the account, including delivery oversight support.
Create and present account QBR presentations and executive status reports.
Preferred Knowledge and Skills:
A leader, a committed team player, organized, and persistent with a strong work ethic, and have excellent communication skills.
Demonstrable C-level relationships in multiple industry verticals within the US Eastern Region markets, including but not limited to, Communications, Financial Services, Media, or Healthcare.
Tenacious in developing new business, comfortable in identifying new opportunities, cold calling and developing the pipeline with targeted sales and marketing activities.
Demonstrated experience working the entire business development process including targeted prospecting, opportunity identification, solutions definition, project estimation, and client acceptance.
History in selling experience of business user applications preferred over back-office IT department applications.
Sales experience of SaaS applications.
Proven experience utilizing strategic staff augmentation required to infiltrate new clients leveraging into project and/or solutions-based opportunities.
Experience building a solution involving multiple users and departments is preferred over sales to a single user/department.
Success in selling in the assigned market desired, as well as utilizing relationships across the US.
Key Experience: