Technology Modernization Solution Manager - Healthcare

Cognizant; Hartford (CT); Remote; USD 90,000 - 150,000; Full time

Job summary

An established industry player seeks a Technology Modernization Sales Specialist to drive growth in software and platform engineering solutions. This pivotal role involves engaging with clients as a trusted advisor, shaping strategic sales approaches, and managing the sales lifecycle from opportunity identification to contract negotiation. You will leverage your extensive experience and knowledge of the healthcare domain to influence decision-makers and craft compelling proposals. Join a collaborative environment where your insights will help modernize technical architecture and deliver innovative solutions. If you thrive in dynamic settings and are passionate about driving change, this opportunity is for you.

Qualifications

• 15+ years of experience in consultative selling of software solutions.
• Demonstrated experience in software development and systems integration.
• High-level understanding of emerging software modernization trends.

Responsibilities

• Own revenue and TCV targets for assigned accounts, achieving sales goals.
• Manage sales lifecycle from opportunity shaping to contract negotiation.
• Collaborate with clients to define and validate solution requirements.

Skills

Consultative Selling

Software Development

Systems Integration

API Design Patterns

Microservices Architecture

DevOps

Site Reliability Engineering

Agile Methodologies

Healthcare Domain Knowledge

Job description

Cognizant’s Software Platform & Engineering service line provides transformative modern engineering services at scale for our clients. Comprised of four practices – Digital Experience (DX), Digital Engineering, Application Development & Management and Quality Engineering & Assurance – we provide end-to-end value to organizations looking to escape legacy constraints, modernize technical architecture and culture to be future fit, and produce greenfield products and services.

The Technology Modernization Sales Specialist will provide deep expertise in one or more of the Software and Platform Engineering Practice supporting Cognizant’s client account teams in vertical markets and their account expansion plans into new markets and business areas. SLS’s are usually assigned into existing markets and some SLS’ will also engage in new logo markets. The Technology Specialist will be a “trusted advisor” to both the client and the Cognizant Client Partner blending strategic, tactical and ‘street savvy’ sales experience.

Are you ready to be a change-maker? At Cognizant, we believe those who challenge the way they work today will lead the way tomorrow! Ability to work independently and remotely, with willingness to travel for client engagements as needed.

Responsibilities:

1. 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 and ensure accuracy of TCV and revenue forecasts.
2. Manage sales lifecycle from opportunity shaping/framing to negotiation/contracting scope of work for software development and integration programs.
3. Work with clients to envision, structure, specify, and validate solution requirements.
4. Develop high level solution architectures to confirm client expectations and enhance understanding of estimating teams.
5. Assume ownership for aggregation and integration of relevant and compelling content (presentations and proposals) for pursuits from relevant service lines.
6. Define & create required content to support pipeline generation presentations and proposals by collaboratively working with internal groups, SME’s and account relationship teams.
7. Provide actionable guidance to estimation teams to ensure that deals are priced to win without compromising margin or solution differentiation.
8. Maintain a combination of specialist, working, and basic knowledge of digital technologies, emerging trends, and their applicability to industries & domains.
9. 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.
10. SLSs should do their own analysis and due diligence before reaching out to solutions teams and SMEs.
11. 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.
12. 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.
13. 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.
14. Understand our clients’ priorities, problems and roadmap and effectively identify and qualify prospects.
15. Build client contacts and relationships (i.e., be viewed as a trusted advisor) with client decision makers (C-level and their directs).
16. Shape and influence the clients’ strategic direction via use of consultative selling approaches.
17. Present a compelling business case to pursuit teams required to maintain commitment and focus when driving new opportunities.
18. 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.

Required Skills/Qualifications:

1. 15+ years’ experience in consultative selling of software and platform engineering solutions including good experience influencing senior IT and business decision makers.
2. Demonstrated experience in software development and systems integration.
3. High level understanding of emerging patterns in the Software + application modernization space including API (Application Programming Interfaces) / Micro services Driven Architecture Design Patterns, DevOps methods and tools and Site Reliability Engineering.
4. 5+ years of Healthcare/Life Science domain experience.
5. Defining story boards for presentations and proposals that resonate with a broad range of technical and non-technical client stakeholders.
6. Orchestrating participation of specialists/subject matter experts across a matrix organization to generate required content.
7. Editing and contributing content as required to ensure the presentations and proposals are cohesive and compelling.
8. Working knowledge of a broad range of technical specializations with substantive depth in at least two.
9. Experience in Agile development methodologies and Application Modernization approaches.

Preferred Skills:

1. Working knowledge of Healthcare Payer/Provider industry trend, priorities, and platforms.
2. Training and certifications in enabling technologies.

Our strength is built on our ability to work together. Our diverse backgrounds offer different perspectives and new ways of thinking. It encourages lively discussions, inspires thought leadership, and helps us build better solutions for our clients. We want someone who thrives in this setting and is inspired to craft meaningful solutions through true collaboration.

If you are comfortable with ambiguity, excited by change, and excel through autonomy, we’d love to hear from you.

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