Contributes to pre-sales & business development activities (e.g., maps customer problems to offerings / capabilities)
Assist sales team in consultative selling approach and strategic positioning of Cognizant’s value proposition
Lead core business development and pre-sales activities and own the narrative to the customer
Partner with customers to explore options and better define their needs
Identify customer problems and map it back to offerings and capabilities
Support initial portion of engagement as part of Day 1 team & then transition to delivery
Enable sales growth in the region through identified pursuits and accounts. Key performance criteria being total contract value (TCV), revenues and margin.
Design compelling, innovative and competitive client propositions for technology outsourcing and specifically in Cloud, Infrastructure and Security areas
Lead identified pursuit lifecycle fully, and the assigned teams during the early stage bid process, ensuring leadership across qualification, solution, presentations, reviews & sign-off, and ultimately to deal closure.
Outline the pursuit sales and solution strategy to provide direction for solution contributors and subject matter experts (e.
g. through developing a solution blueprint and transformation storyboard)
Lead customer meetings, presentations and negotiations during the deal life-cycle
Review the design and development of end-to-end technical solutions covering service offerings including Digital Workplace, hybrid cloud, public cloud, devops, CMP, datacenter, networks and cross-functional services
Build tight working relationship with offshore pre-sales, delivery and professional services teams
Contribute to written RFI and RFP responses and face-to-face customer interactions including solution presentations
Review internal & external cost inputs (including against industry benchmarks) to ensure solution is optimized from financial perspective
Contribute to drafting or review of customer SoWs
Provide thought leadership in solutions approaches, educate sales teams on solution offerings, bid process and changes in the market.
Collaborate with technology partners to support the reskilling solution teams on the latest market trends.
Be seen as a senior practice leader for the Cloud, Infrastructure and Security unit overall, contribute in offering development, go to market strategy and solutions, operational and sales excellence and thought leadership
Skills & Experience
Minimum 8 years’ experience selling digital services.
Minimum 12 years’ experience selling similar Service Offerings Cloud, Infrastructure and Security services.
Must have deep knowledge of complexities of large deals and have quarterbacked multiple deals involving multiple CIS solution towers in excess of USD 50M.
Must possess demonstrable ability to handle intricacies of large deals from pricing models to solutioning to closing the deal.
Demonstrated yearly quota achievement in complex selling environments utilizing a solution-selling model.
Strong understanding of the region and its country level nuances
Industry Certifications in Cloud, Infrastructure & Security domains
Cognizant is one of the world’s leading professional services companies, transforming clients’ business, operating and technology models for the digital era.
Our unique industry-based, consultative approach helps clients envision, build and run more innovative and efficient businesses.
Headquartered in the U.S., Cognizant, a member of the NASDAQ-100, ranked in the Fortune 500 and consistently listed among the most admired companies in the world.
Our commitment to advancing diversity and inclusion (D&I)
At Cognizant, we are working every day to create conditions for everyone to thrive. Our complete D&I Commitment Statement can be found at .