Deal Shaper
Cognizant
Amsterdam, Amsterdam, Netherlands
3 dagen geleden

Responsibilities :

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
  • About Cognizant

    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 .

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