Role: Service Line Specialist - Application Development & Maintenance (SLS, ADM) Geographical Coverage: ASEAN Base Location: Singapore
Summary of Role Service Line Specialists (SLS) provide deep expertise in a Service Line Practice Area to support the Client Leadership Team to close new and expansion opportunities on accounts. They are actively involved in growing the service line's footprint and assisting the Client Partner to engage clients with service line opportunities. In this role, the Service Line Specialist will balance client/project responsibilities with business development and sales responsibilities including identifying, qualifying and closing new business opportunities that align with their specialism. The position also requires working with and leveraging a top-notch client leadership team. The individual will be responsible for overseeing high quality delivery while developing strategies and tactics for further penetrating the account in addition to cross selling Cognizant's emerging services. The Service Line Specialist will support the Client Partner in achieving "trusted advisor" status and have a mix of strategic and tactical management experience. For this Service Line Specialist - Application Development & Maintenance (SLS, ADM) role, we are looking for highly motivated, intellectually curious and successful SLS with a desire to work in a fast paced, deep relationship environment, where success is defined as meeting our clients' needs and growing the revenue of Cognizant's Application Development and Maintenance (ADM) business unit. The SLS, ADM will own overall TCV, revenue quota and relationships for the ADM practice in ASEAN.
Creates sales strategies and plan for the Client Partners' review and for its incorporation into the broader client strategy and plan.
Provides subject matter expertise to proposal development and overall solution.
Executes and manages the account plan within function/specialism under the guidance of the Client Partner
Invests time in strengthening existing client relationships. Participates in reviews and provides educated and relevant perspectives.
Client Relationship Management; engage with CXO, VP and Director level clients
Responds to and deliver on client requests; responds to RFP's
Identifies opportunities, makes proactive proposals to client in line with account strategy
Obtains the approvals to pursue opportunities
Leads pursuits to close new and expansion opportunities related to their sales specialisms, working closely with Client Leadership Team
Secures revenue renewals related to their sales specialisms
Engages the relevant internal Cognizant teams and service lines team for developing solutions
End to end account management including account forecasting, budgeting and operations
Handles risks and issues related to the account, including delivery oversight
Creates and presents account QBR presentations and executive status reports
Skills & Experience
12-15 years of experience in a senior-level consulting client-facing role or account manager leadership role
ADM expertise from delivery and/or sales/account management
Good exposure to selling / delivering ADM engagements
Experienced in sales / pre-sales activities - i.e., lead qualification and development, team sales, partnering with other solution providers, RFI / RFP (bid) responses, bid response presentations to customers.
Strong experience in direct interaction with customers in ASEAN market related to ADM
Strong knowledge of the relevant partner ecosystem and the ability to collaborate within the ecosystem
Recent experience working for IT professional services or management consulting firm(s)
Recent experience managing global service delivery model(s)
Excellent problem solving, business communication (written & oral), and client management skills are essential
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, win new deals in customer account per pre-agreed targets.
Proven leadership qualities such as conflict/issue resolution, strategic and critical thinking and ownership, particularly with highly diverse teams
Ability to work collaboratively in a virtual and highly-matrixed environment
Bachelor's degree required OR equivalent combination of education, training, and experience