Roles/Responsibilities:

• 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 dedication 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 improve 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 knowledge of digital technologies, emerging trends, and their applicability to industries & domains
• SLSs (Service Line Specialists) should be “T-shaped” technologists that are expected to develop specialization in one or two offerings/capabilities based on his/her strengths
  • In their area(s) of specialization SLSs should be able to lead the first 3-4 client conversations on their own before involving SMEs (subject matter experts)
  • The implication is that SLSs must define their learning priorities based on their portfolios and opportunities
    • SLSs should do their own analysis and due diligence before reaching out to solutions teams and SMEs
    • More specifically, SLSs are encouraged to attempt to define and frame the elements required to solve a challenge first and then involve additional solutions teams and SMEs as required to drive to the level of detail required for a proposal

Requirements:

• 7+ years’ experience in consultative selling of Data Management and Analytics (BI and AI) solutions.
  • Defining story boards for presentations and proposals that resonate with a broad range of technical and non-technical client stakeholders
  • Orchestrating participation of specialists/subject matter experts across a matrix organization to generate required content
  • Editing and contributing content as required to ensure the presentations and proposals are cohesive and compelling
• 5+ years’ experience influencing senior IT and business decision makers
• 8+ years’ experience in design, build, integration and operation of data and analytics solutions
• Working knowledge of a broad range of technical specializations with substantive depth in at least two. Relevant topics include
  • Data Management – Development, Architecture, Movement (aggregation and distribution), Security, Quality, Master Data Management, Metadata Management, Governance
  • Intelligence – Modeling, Model Management, Visualization, Storytelling, BI, Advanced Analytics, ML Ops
  • Data Platforms – Hyperscalers, Snowflake, DataBricks

Nice to Have:

• Working knowledge of Canadian Banking and Capital Markets industry trends, priorities, and platforms
• Training and certifications in enabling technologies

Cognizant will only consider applicants for this position who are legally authorized to work in Canada without requiring employer sponsorship, now or at any time in the future