Service Line Sales Manager - Enterprise Platform Services (EPS) SAP Manufacturing for Aerospace & Defense

Level: Associate Director

Overview

The SLS is responsible for the prospecting, qualification, and ultimately the closing of new business, with the goal of building a portfolio of business greater than $50M for the SAP line of business, and larger portfolio overall that leverages Cognizant’s diverse IT and OT solutions. This is a hybrid role, comprised of Hunter, Farmer and Profitable Growth components. The ideal candidate will be a hunter dedicated to closing new sales with clients where we are currently not doing business (50% new logos). The role also includes Client Partnership responsibilities for existing accounts, and occasionally, Delivery Executive responsibilities. This position will report to the MLEU SAP SLSM, but will also work closely with the entire leadership team.

· Technical Experiences:

o Customer interfacing for problem understanding

o Solutions Alternatives & Development

o Solution Presentation

o Proposal Development

o Financial Engineering Construct

o Customer Presentation

· Aerospace & Defense Industry specific solutioning experiences to cover other than Manufacturing industry SAP Solutioning experiences

o SAP S/4 HANA & SAP NS2 migration

o Regulated industry experiences in A&D covering the Compliance and Security aspects including but not limited to

§ ITAR Compliance

§ NIST 800-171 & NIST 800-53

§ CMMC 2.0 Level 2 Security Controls related aspects

§ Microsoft’s GCC – Government Community Cloud

§ AWS GovCLoud

§ FedRAMP experience

· Industry working experiences with, covering all preferred but Commercial and Defense industry are mandatory from Service Provider perspective.

o Commercial Aerospace OEMs & Tier-1s

o Defense OEMs & Tier-1s

o USA DoD & other Defense Agencies

o Alaskan Native Corporations – 8A Companies

o Third party ITAR and CMMC assessment agencies

Key Responsibilities

· EXPECTATIONS AND TASKS:

LEAD & INSPIRE

· Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.

· Strategy- Develop effective and specific strategic account plans to ensure revenue target delivery and sustainable growth

· Set vision and strategy for the sales team; develop specific MU sales plans to ensure growth in all measurable revenue streams

· Conduct account and opportunity reviews with leadership

· Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value

· Annual Revenue - Exceed quarterly and annual individual revenue targets

· Thought leadership Create, drive, and accelerate enablement of wider SAP sales team in collaboration with Sales & Learning, MU resources etc.

· Work collaboratively with extended sales teams – Industry, LOB, Marketing, Development, S/4HANA Center of Excellence, etc.

CULTIVATE & GROW

· Ensure account teams and Alliance Partners are well versed in each account’s strategy and well positioned for all customer touch points and events

· Builds a network of executive relationships with internal stakeholders that can be leveraged

· Builds a foundation on which to harvest future business opportunities and accurate account information and coaching

· Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points

· Demand Generation, Pipeline and Opportunity Management

· Follow a disciplined approach to maintaining a rolling pipeline (R4Q). Maintain 4x funnel coverage to accelerate deal progression, and maintain out quarter objectives

· Leverage support organizations including Marketing, inside sales, Alliance Partners to drive net new opportunities

· Orchestrate resources: deploy appropriate teams to execute winning sales

· Maintain CRM system with accurate customer and pipeline information

ANALYZE & INNOVATE

· Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape

· Leverage SAP Solutions to innovate throughout the customer journey

· Maintain whitespace analysis and execution of initiatives on customer base

· Define ideal customer profiles and account lists – across all segments

· Maintain a close understanding and appreciation of competitive solutions and support the team in competitive situations

· Tight collaboration with internal stakeholders to drive adoption & consumption, ultimately having every customer referenceable

· Utilize Value Engineering, benchmarking and ROI data to support the customer’s decision process

· Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect

· Understand SAP’s competition and effectively position solutions against them

YOUR PROFILE

· Prior experience with software/IT organizations and with a demonstrated proficiency in Enterprise and/or LOB software solutions through Solution Management, Sales, Presales, Consulting, or Business Development roles

· SAP product experience and/or extensive software sales experience in Cloud offerings

· Working knowledge of cloud, Hosted Services, SaaS/ PaaS models, and cloud-based commerce/ business networks

· Leverage a professional network resulting in market, pipeline, and revenue growth for SAP.

· Can leverage industry-expertise throughout sales cycle, connecting with customer with shared industry language.

· Fluency in English is an asset. Fluency in the language of local markets is desirable.

· Education bachelor's degree (or equivalent) required, MBA or equivalent degree required from an accredited university preferred.