Solution Sales Executive – Software Engineering Group, RCG

Cognizant; Bridgewater (MA); On-site; USD 160,000 - 175,000; Full time

Benefits offered by this job

Medical/Dental/Vision/Life

Paid holidays and PTO

401(k) plan

Long-term/Short-term Disability

Paid Parental Leave

Employee Stock Purchase Plan

Job summary

Cognizant, a leading AI builder and technology services provider, seeks a Service Line Specialist (SLS) to drive revenue growth for the Software Engineering Group (SEG). You will own revenue targets, manage complex proposals, and collaborate with client partners to close strategic opportunities in a matrix environment.

Ideal candidates bring 7+ years of consultative software/engineering sales experience, deep knowledge of APIs, microservices, DevOps, and modern software delivery practices, plus

Qualifications

• 7+ years’ experience in consultative selling of software and platform engineering solutions.
• Orchestrating participation of specialists across a matrix organization to generate required content.
• Editing and contributing content to ensure cohesive and compelling proposals.
• 5+ years’ experience influencing senior IT and business decision makers.
• 8+ years’ experience in software development and systems integration.

Responsibilities

• Own revenue and TCV 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 pipeline data quality.
• Update monthly, quarterly, and annual sales forecasts for accounts.
• Drive generation and conversion of pipeline with stakeholders to identify opportunities.
• Understand client priorities, problems and roadmap to shape proposals.
• Lead client conversations and define learning priorities based on portfolios.

Skills

Consultative selling

Software development

Systems integration

Agile methodologies

APIs & Microservices

DevOps

Site Reliability Engineering

Proposals & presentations

Job description

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.

Overview

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.

Responsibilities

Key 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 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 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 expected to attempt to define and frame the elements required to solve a challenge first then involve additional solutions teams and SMEs as required to drive to the level of detail required for a proposal

Required Experience

• 7+ years’ experience in consultative selling of software and platform engineering 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 software development and systems integration
• Working knowledge of a broad range of technical specializations with substantive depth in at least two. Relevant topics include
• Agile development methodologies
• Application Modernization approaches
• Includes high level understanding of emerging patterns in the Sw+ application modernization space
• API (Application Programming Interfaces) / Micro services Driven Architecture Design Patterns
• DevOps methods and tools
• Site Reliability Engineering

Preferred Capabilities/Skills/Years of Experience

• Working knowledge of Payer/Provider industry trend, priorities, and platforms
• Training and certifications in enabling technologies

Top Reasons to Join Our Team

Cognizant is a leading AI builder company and top partners of tech giants and strategic partners to most of fortune 500 clients. SPE services lines commands tops positions in scale, maturity and reach in industry as regarded by all the analysts across the globe.

Excellent compensation/benefits. A strong financial incentive package that includes a solid base salary with a highly attractive bonus plan. Wide exposure to industry, product, and functional standard methodologies; as well as outstanding teams supporting your sales pursuits. Encouraging management team that rewards initiative & success. Exciting, industry leading practice where you can truly build a long-term career.

Congenial, collaborative, and goal-oriented environment; the opportunity to work with and learn from a diverse, highly experienced team of business professionals. Tremendous opportunities for growth with a real career path promoting career advancement.

Salary and Other Compensation

The annual salary for this position is between $160,000-$175,000 depending on experience and other qualifications of the successful candidate.

This position is also eligible for Cognizant’s discretionary annual bonus program, based on performance and subject to the terms of Cognizant’s applicable plans.

Benefits

• Medical/Dental/Vision/Life
• Paid holidays plus Paid Time Off
• 401(k) plan and contributions
• Long-term/Short-term Disability
• Paid Parental Leave
• Employee Stock Purchase Plan

Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, based on applicable law.

A Good fit for the Cognizant culture

A person who possesses a true passion for changing organizations for the better, and desires to do so within a goal, yet professional atmosphere filled with business professionals who all manifest a belief in partnership, innovation, and excellence. Our “Cultural Value Drivers” are well-known and clearly communicated within the organization: Open, Visible, Motivated, Empowered, Opportunity-Filled, Flexible & Collaborative.