SERVICE LINE SALES SPECIALIST, ENTERPRISE APPLICATIONS ORACLE

3 يناير، 2023

0 1 2 دقائق

الوصف الوظيفي

Summary of Role

Service Line Sales 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 working with the Client Partners to engage clients with service line opportunities.

In this role, the SLS will focus on Enterprise Application Software (EAS) and specifically, Oracle. He or she will balance client/project responsibilities with business development and sales responsibilities including identifying, qualifying and closing new business opportunities within EAS space. 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

Market Leadership:
Lead and champion Cognizant’s Oracle Enterprise Application offerings in market
Collaborate across all of DB&T practices and offerings in AI, Data, IoT and Cloud platforms to ensure we grow share in world class digital innovation, mobile/web applications helping clients reinvent their businesses
Achieve annual sales and revenue targets for Oracle in market
Work closely with Client Partners and overall team to develop and execute client strategy
Provide subject matter expertise to proposal development and overall solution.
Relationship Management:
Execute and manage the account plan within function/specialism in collaboration with the Client Partner
Invest 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
Business Development:
Respond to and deliver on client requests; responds to RFP’s.
Identify opportunities, makes proactive proposals to client in line with account strategy.
Obtain appropriate approvals to pursue opportunities.
Lead pursuits to close new and expansion opportunities related to their sales specialisms, working closely with Client Leadership Team.
Secure revenue renewals related to their sales specialisms.
Engage the relevant internal Cognizant teams and service lines team for developing solutions.
End to end account management including account forecasting, budgeting and operations.
Handle risks and issues related to the account, including delivery oversight
Create and present account; QBR presentations and executive status reports

المهارات

Strong combination in the following:

10+ years of experience in a senior-level consulting client-facing role or account manager leadership role with good knowledge and prior experience and a strong track record in selling Oracle Enterprise Application software.
Some exposure to other application services including
Software Product Engineering approaches, agile methodology and building green fields application using cloud native solutions.
Enterprise Application modernisation and migration to the cloud using Micro-services architecture and cloud native solutions with DevOps.
Understanding drivers and enablers of digital transformation within companies, eg, data, Applications, Cloud
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
Ability to build client relationships; strengthening partnerships by focusing on exceptional client experience, risk management and value realization built on the foundation of Cognizant leadership capabilities
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