Senior Director, Service Line Specialist BPO (remote)

Senior Director, Service Line Specialist IOA

(E-Commerce, Digital Natives, CPG, Travel, Hospitality, Manufacturing or Logistics)

About Cognizant

Cognizant (Nasdaq-100: CTSH) 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 is ranked 185 on the Fortune 500 and is consistently listed among the most admired companies in the world. Learn how Cognizant helps clients lead with digital atwww.cognizant.comor follow us @Cognizant.

Cognizant’s IOA Business & The Role

In 2022, Cognizant united our Intelligent Process Automation and IT Automation businesses together into a new business, Intuitive Operations and Automation (IOA). This strengthens IOA’s capabilities and enables Cognizant to be a leading provider of business process services and automation, at the intersection of process, data, AI and automation. Cognizant’s IOA business unit is one of Cognizant’s highest growth businesses and a critical part of Cognizant’s business strategy.

Cognizant Intuitive Operations and Automation helps leading traditional and digitally native companies build and run modern operations – agile, resilient, efficient, and fast – so they can rapidly evolve and thrive amid constant change. We engineer deep industry knowledge, cutting-edge technology and new talent models into our solutions, empowering clients with adaptable, efficient, and human-centric operations that anticipate and act as if on intuition. We partner with clients to transform their business operations for agility, efficiency, and seamless experiences by bringing our leading Intelligent Process Automation expertise to bear. We also offer technology-driven, modern outsourcing services – combining intelligent processes with data and new talent models to deliver powerful business outcomes and accelerate growth in a hyperconnected world.

To accelerate this growth even further, IOA is expanding into industries, service lines and markets globally. Among IOA’s strategic growth markets, we are seeking a business development leader to support one of Cognizant’s industry verticals: e-commerce, digital natives, consumer goods, travel, hospitality, manufacturing, or logistics. We are looking for highly accomplished, results-driven commercial executives to originate, advance, and close large sales opportunities in outsourcing. This individual will be working with senior client executives and Cognizant senior leadership to drive sales and business development in a high growth and highly autonomous environment.

Key Responsibilities

• Market Strategy development – Drive the market strategy for the assigned industry segment including but not limited to profitable revenue growth, competitive differentiation, industry partnerships and practice investments.
• Drive Pipeline & Sales origination for focus segments across emerging and traditional industry companies that have unique requirements for operational scale
• Develop trusted relationships with senior client executives, and partner for mutual success
• Drive best-in-class client propositions, partnering with Solutions, Delivery, Process Excellence and Automation teams.

Key Accountabilities

• Closing Sales - The main responsibility and focus of the role will be the growth of our IOA business within the assigned industry: e-commerce, digital natives, consumer goods, travel, hospitality, manufacturing, or logistics. Specifically, responsible for winning new deals in customer accounts per pre agreed targets.
• Sales Plan Creation - A critical early task will be developing and executing a growth plan for selected verticals.
• Pipeline Management - Among the critical tasks likely be featured in the sales plans, are developing the opportunity pipeline, qualifying high priority deals, and winning new business in line with agreed targets.
• Demand Generation - To work with IOA teams to identify prospects, create marketing plans and take responsibility to engage new clients in conversation
• Proposal Development - Understand customer needs and translate them into winning proposals for Cognizant and its customer in partnership with the presales and solution teams
• IOA Solution Development Oversight- As a pursuit leader, partner with IOA solution architects, delivery teams and other horizontal practices to create effective deal solutions.
• Deal Shaping / Pricing Development- Develop creative deal shapes, commercial structures and pricing proposals as part of a winning sales pursuit. Work closely with the business unit and regional FP&A teams
• Market Intelligence - Provide competitive intelligence associated with market pricing and specific competitor strengths, weaknesses, tactics, etc.
• Marketing - Leverage Cognizant as marketing organization and capabilities to create innovative marketing activities targeted for specific sales opportunities and general local market brand building.
• C-Level Client Relationship Building - Build relationships across CXO levels in client organizations and developing executive level relationships.
• Regular Third-Party Intermediary Interaction - Participate in industry 3rd party seminars, meetings, analyst forums, Cognizant capability presentations, etc. to develop deeper industry connects in relation to our clients and key local IOA intermediaries.
• Renewal deals in the industry - Build relationships with the potential customers by working with Vertical and regional teams. Build disruptive propositions to hunt and win these businesses in the industry.

Key Competencies

• BPO - Deep understanding of BPO services clubbed with Intelligent Process Automation and able to engage C-level executives in detailed BPO deal, solution, transition, and transformation shaping discussions.
• IOA Solution Development - Experience in developing BPO solutions ground up, in partnership with different stakeholders within an organisation.
• Hands on participation in solution and content development
• Ability to lead and work in diverse, multi-functional teams
• Industry Experience - Demonstrated ability to understand business process challenges in one or more of our key industries and translating the needs in developing compelling business process solutions with a strong focus on technology-enabled process delivery.
• Verbal Communication Skills - Excellent public speaking and presentation skills including the ability to convey a set of complex and detailed deal elements in a compelling, engaging, and easy to understand manner suitable for C-level buyers.
• Written Communication Skills - Ability to create compelling sales story lines and PowerPoint decks for presentation to C-level executives.
• Approach to Work - Possess the innate ability to thrive in a fast-paced, client-focused, changing environment and work independently in a self-directed manner.

Cognizant Culture

A person who possesses a true passion for changing organizations for the better, and desires to do so within a success-oriented, yet professional atmosphere filled with business professionals who all manifest a belief in partnership, innovation, and excellence. Our “Cultural Value Drivers” are well-known and clearly communicated within the organization: Open, Transparent, Driven, Empowered, Opportunity-Filled, Flexible & Collaborative.

Location

This leader can live anywhere in the continental United States, accessible to a major US airport with a willingness to travel 25-40%. Weekly travel will vary depending on customer and prospect requirements.