Solution Sales Executive - Software Engineering Group, Insurance

About Cognizant

Cognizant is one of the world's leading AI Builder and technology services providers, bridging the gap between AI investment and enterprise value by building full-stack AI solutions for our clients. Our deep industry, process and engineering expertise enables us to build an organization's unique context into technology systems that amplify human potential, drive tangible outcomes and keep global enterprises ahead in a fast-changing world. Cognizant's unwavering focus on our clients is led by over 357,600 associates, who deliver services and solutions tailored to specific industries and the unique needs of the organizations we serve.

Overview

In this role, the SLS (Service Line Specialist) will focus on Software Engineering Group (SEG) which covers key offerings such as AI led Software Product Engineering and Development, AI led Application Modernization, AI led IT Operations (Zero Ops) and AI led Quality Assurance Services. He or she will focus on growing revenue, bookings and operating margin in assigned portfolio of accounts with business development and sales responsibilities including identifying, qualifying and closing new business opportunities within SEG. The position also requires working with and leveraging a top-notch client leadership team. The individual will also be developing strategies and tactics for further penetrating the account in addition to cross selling Cognizant's emerging services. The SLS will collaborate with the Client Partners in achieving "trusted advisor" status and have a mix of strategic and tactical management experience.

Responsibilities

a. Develop and Execute SEG Growth Strategy for key accounts

Define the Frontier engineering models and the outcomes the team aims to achieve for customers

• Develop insights on the key market and competitor trends with focus on tech evolution / new threats
• Develop a vision & comprehensive strategy for the Practice as well as execution roadmap focusing on AI led solution

b. Manage SEG practice area performance for key accounts

• Ensure Practice area revenue growth in line or above market
• Support Markets and troubleshoot challenges as-needed

c. Own offering management:

• Identify opportunity for new offering development within key accounts
• Develop offering strategy and roadmap aligned with the most attractive growth for key accounts
• Design and develop AI led frontier model offering and solution to drive client mindshare to drive revenue growth
• Oversee SEG offering evangelization across key accounts like accounts

d. Manage sales trends:

• Participate with sales and account teams in executing select account penetration strategies with new edge solutions

e. Credentialize deals:

• Be accountable for directing the deal pursuit process end to end within the service line
• Ensure Pre-Sales team is engaging clients in region to explore opportunities and better define desired business outcomes, through workshops/digital dialogues/demos/PoCs
• Provide input for Pre-Sales team to support priority customers in imagining how solutions can improve their business
• Engage priority clients directly to credentialize deals

f. Thought leadership:

• Engage with Practice leads to position the practice area expertise and platforms including AI led frontier solutiions
• Define thought leadership & portfolio strategy, publish, educate client/account team and drive commercial conversations

g. Plan and lead the development of winning sales strategies on complex engagements that address issues such as stakeholder management, competitive differentiation, and pricing to win.

• Manage sales lifecycle from opportunity shaping/framing to negotiation/contracting scope of work for software development and integration programs by applying AI led solutions
• Work with clients to envision, structure, specify, and validate solution requirements
• Develop high level solution architectures to confirm client expectations and enhance understanding to drive winning bids
• Assume ownership for aggregation and integration of relevant and compelling content (presentations and proposals) for pursuits from relevant service lines
• Define & create required content to support pipeline generation presentations and proposals by collaboratively working with internal groups, SME's and account relationship teams
• Provide actionable guidance to estimation teams to ensure that deals are priced to win without compromising margin or solution differentiation

Required Experience

• 10+ years' experience in consultative selling of software and platform engineering solutions.
• Defining story boards for presentations and proposals that resonate with a broad range of technical and non-technical client stakeholders
• Orchestrating participation of specialists/subject matter experts across a matrix organization to generate required content
• Editing and contributing content as required to ensure the presentations and proposals are cohesive and compelling
• 5+ years' experience influencing senior IT and business decision makers
• 10+ years' experience in software development and systems integration
• Preferred background:
• Digital Engineering SME, Training and certifications in enabling technologies

Preferred Experience

• MS or MBA degree preferred
• Strong background in a project environment and application development
• Certifications in Cloud and AI preferred
• Proven ability to contribute to new business development efforts and to lead and manage multiple tasks in a dynamic environment
• Must be detail oriented and able to manage and maintain all facets of complex assignments
• Demonstrable problem-solving abilities with the aptitude to identify strategic solutions to business problems with enterprise-wide implications
• Demonstrate the flexibility to work among diverse corporate environments, industries, and technical and non-technical audiences

Top Reasons to Join Our Team

Cognizant is a leading AI builder company and top partners of tech giants and strategic partners to most of fortune 500 clients. SPE services lines commands tops positions in scale, maturity and reach in industry as regarded by all the analysts across the globe.

Excellent compensation/benefits. A strong financial incentive package that includes a solid base salary with a highly attractive bonus plan. Wide exposure to industry, product, and functional standard methodologies; as well as outstanding teams supporting your sales pursuits. Encouraging management team that rewards initiative & success. Exciting, industry leading practice where you can truly build a long-term career.

Congenial, collaborative, and goal-oriented environment; the opportunity to work with and learn from a diverse, highly experienced team of business professionals. Tremendous opportunities for growth with a real career path promoting career advancement.

Salary and Other Compensation:

The annual salary for this position is between $160,000-$175,000 depending on experience and other qualifications of the successful candidate.

This position is also eligible for Cognizant's discretionary annual bonus program, based on performance and subject to the terms of Cognizant's applicable plans.

Benefits

Cognizant offers the following benefits for this position, subject to applicable eligibility requirements

• Medical/Dental/Vision/Life
• Paid holidays plus Paid Time Off
• 401(k) plan and contributions
• Long-term/Short-term Disability
• Paid Parental Leave
• Employee Stock Purchase Plan

Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, based on applicable law.

A Good fit for the Cognizant culture

A person who possesses a true passion for changing organizations for the better, and desires to do so within a goal, 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, Visible, Motivated, Empowered, Opportunity-Filled, Flexible & Collaborative.

Work Authorization

Must be legally authorized to work in the United States without the need for employer sponsorship, now or any time in the future.

About Cognizant:

Cognizant (Nasdaq: CTSH) is an AI Builder and technology services provider, bridging the gap between AI investment and enterprise value by building full-stack AI solutions for our clients. Our deep industry, process and engineering expertise enables us to build an organization's unique context into technology systems that amplify human potential, drive tangible outcomes and keep global enterprises ahead in a fast-changing world. See how at cognizant.ai or @cognizant.

Additional employment information

Compensation information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, subject to applicable law.

Applicants may be required to attend interviews in person or by video conference. In addition, candidates may be required to present their current state or government issued ID during each interview.

Cognizant is an equal opportunity employer. Your application and candidacy will not be considered based on race, color, sex, religion, creed, sexual orientation, gender identity, national origin, disability, genetic information, pregnancy, veteran status or any other characteristic protected by federal, state or local laws.

If you have a disability that requires reasonable accommodation to search for a job opening or submit an application, please email CareersNA2@cognizant.com for roles based in the Americas or CareersIndia2@cognizant.com for roles based in India.