Job Title: Service Line Sales Specialist - QE&A
Duration: Full Time
Cognizant Quality Engineering & Assurance (QE&A) Practice within DS&T helps businesses succeed in digital with an industry-aligned digital assurance proposition. With 800-plus clients across industry verticals and a global footprint, Cognizant is a recognized market leader in Quality Assurance.
Cognizant's deep business and technology expertise helps our clients drive quality at speed with Zero-Touch QA. Cognizant's intelligent and automated approach to QA, driven by business-process-aligned test strategy and network-effect platforms, creates quality-led market differentiation. Cognizant's QA Hub ecosystem accelerates innovation by bringing together partners and communities to get quality right the first time.
We are looking for dynamic, results oriented, experienced field sales executives keen to be part of an entrepreneurial culture accelerating digital change for our large, complex clients. Service Line Sales Specialists (SLS) are field sales executives focused on creating, pursuing and closing opportunities in nominated industry markets.
We work closely with and within client accounts to support vertical market alignment. SLS' provide deep expertise in one or more of the DS&T Practice or Business areas to support Cognizant's client account teams in vertical markets and their account expansion plans into new markets and business areas. SLS' are usually assigned into existing markets and some SLS' will also engage in new logo markets.
Who will be a "trusted advisor" to both the client and the Cognizant Client Partner blending strategic, tactical and 'street smart' sales experience.
QEA - Agile methodologies, Devops, POD functionality, system architectures, databases, web services and/or all aspects of testing best practices and latest toolsets across all forms of systems technology platforms and services
Deliver sales results and contribute to revenue growth for DS&T and nominated industries
Grow pipeline through existing accounts and if appropriate, new logo accounts
Bring a 'hunting' mindset to all market and sales opportunities - shape and share value propositions
Promote solution sales models and longer value-based contracts
Cultivate and share a relevant industry or technology point of view (POV) with clients and peers to increase Cognizant's value to our clients
Bring cultural awareness and interpersonal savvy to navigate complex client stakeholder environments
Work to close deals using sales best practices such as client call plans, win strategies, close plans and Cognizant sales tools and methodologies such as the 'Deal Health Checklist'
Cultivate client relationships to foster further growth and cross selling opportunities at CxO levels
Be knowledgeable on the DS&T offerings, products, credentials and case studies
Actively participate and collaborate in the DS&T sales teams and with the account/client teams
Where relevant, build and maintain productive mutual working relationships with alliance partner counterparts
Ensure Winzone is regularly updated at least weekly with all details on sales activities
Participate as required in regular sales pipeline and review cadences
Contribute constructively and creatively into the client account planning and pipeline generation activities led by Cognizant industries and business units
Contribute to proposal development either directly or in collaboration with bid management and solution architect teams
Identify early renewal opportunities that can be leveraged into transformation client conversations
13+ years' experience in IT services and sales in large enterprise organizations
Proven track record of sales experience and success delivering to and exceeding sales quotas
Experience developing opportunity pipelines, qualifying high priority deals, and winning new business in line with agreed targets
Experience closing sales with a specific emphasis on growing sales. Specifically, winning new deals in customer accounts in line with pipeline planning and pre-agreed targets.
Recent experience working for IT professional services or management consulting firm(s)
Deep experience in one or more of the DS&T service line practices and business groups
Excellent problem solving, business communication (written & oral) skills
Well organized and experience with being responsive to client needs
Mature client engagement and management skills - ability to build client relationships; strengthening partnerships by focusing on exceptional client experience, risk management and value realization built on the foundation of Cognizant leadership capabilities
Bachelor's degree required OR equivalent combination of education, training, and experience
Under normal (non-pandemic) conditions, typically up to 50% travel is required.
Ability to work collaboratively in a virtual and highly-matrixed environment
Experience working in Banking & Financial Services or Insurance with Quality Engineering Sales Background
Cognizant Technology Solutions