Responsibility:

Problem and Scope Definition:

• • Go beyond “order taking” to proactively surface opportunities / frame problems in ways that unlock value for clients.

• • Serve as a thought leader on relevant business and/or best practices that influence the clients agenda.

• • With guidance and support from AVP+ Consulting Leaders, design and execute relationship management plans that deliver account objectives.

• • Scope and staff engagements appropriately ie right number and level of resources from the right backgrounds/disciplines to meet or exceed engagement objectives.

Engagement Delivery:

• • Oversee successful execution of complex, concurrent projects.

• • Establish protocols to reduce and/or eliminate client escalations.

• actively “jump in” when an escalation occurs and oversees it to closure.

• • Support engagement leads as required to ensure the best talent, tools, and methodologies are actively engaged.

• • Help teams manage through ambiguity.

• create a positive environment in which talent can innovate and do their best work.

• • Lead discussions at the appropriate levels to obtain client feedback and buyin for our work.

• • Is ultimately accountable for successful engagement results ie projects delivered with value to the client and profitability to the firm.

Engagement Governance:

• • Establish strategic direction within an account/engagement.

• • Oversee successful execution of complex, concurrent projects delivered with highquality standards and processes.

• • Deliver engagements at planned profitability and quality.

• • Actively manage and mitigate risks.

Thought Leadership:

• • Build a “platform” ie be seen by clients and internally as a thought leader on relevant business and/or best practices that drive value in unique and marketrelevant ways.

• • Actively contribute to Cognizant mindshare—articles, thought pieces, etc.

• • Participate in domainspecific external forums (eg conferences, etc).

• • Publish case studies, PoVs and “win wires”.

• • Be known increasingly as a “go to” for ie get “pulled in” through our network.

Business Development:

• • Drive consulting marketshare around her/his “platform”.

• • Work with AVP+ leaders and client partners to identify and pursue consulting opportunities on existing accounts.

• • Help to open new accounts/logos for Cognizant via firstchair sales and/or being pulled in due to strong platform.

Customer Relationship Management:

• • Create and maintains trusted advisor relationships across an account and/or multiple accounts.

• • Connect clients across an account.

• knows the client organization, how it works, how decisions are made, etc.

• • Establish new relationships quickly by demonstrating immediate value and timely/relevant insights.

Practice Development:

• • Hold teams accountable to package deliverables into repeatable assets for future use.

• • Drive creation of new offerings related to her/his platform.

• • Collaborate across BUs to bring others in in ways that deliver “One Cognizant” to clients.

Revenue Management:

• Meet or exceed established metrics such as:

• – Personal sales.

• – % of sales that are digital.

• – Personal and team utilization.

• – Profitability (margin) targets.

Knowledge Management:

• • Lead knowledge sharing sessions.

• • Hold teams accountable to contribute to the knowledge management repository.

People Management:

• • Be viewed as a leader that people want to follow.

• • Coach and mentor teams for high performance.

• • Identify and sponsors high potentials.

• • Create a culture of feedback among teams.

• • Invest in self and others’ development as consultants, domain experts, and leaders.

• • Value and advocate for diversity of thought and experience.

• • Hold senior managers and managers accountable for people development, engagement and retention.