Service Line Sales Manager - Enterprise Platform Services (EPS) SAP Manufacturing

Location: Dallas, TX (must live in Dallas or be willing to relocate)

Level: Associate Director

Overview

Our AE 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

Key Responsibilities

· Leads effort to develop and execute programs to drive pipeline and close deals with the North American Manufacturing Market.

· Collaborates with account teams and SAP SMEs to uncover and qualify opportunities that align with the SAP Manufacturing business. Brings a point of view to the solutioning process, representing own manufacturing experience.

· Responsible for creating and/or collaborating on the development of customer facing sales assets that clearly communicate deep SAP expertise and innovative products, including the Executive Summary, the Solution Overview and relevant opportunity or solution differentiators.

· Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts.

· Defines SAP strategy for 10 or more NA Manufacturing accounts. Leads the Commercial and overall Client Relationship with those customers. Coaches and influences the account team (Managed Services or Project Team members) to maximize revenue and profit wherever possible. Curates the relationships so that Cognizant receives a high NPS score.

· Collaborates on Marketing campaigns and supports the execution of those campaigns to create leads and convert those leads to opportunities.

· Develops SAP sales best practices (authors “plays” in the Sales Playbook), securing repeatable and expansive opportunities across market base. Train and/or coaches peer AEs in the execution of new Sales Plays. Can deliver the Company Overview, all relevant solutions for the Manufacturing market and identify key differentiators and applicable references without the help of other team members.

· Partners with other departments to ensure the best possible implementation and service experience for our clients. When and as necessary, serves as a Delivery Executive for Strategic or Large Projects. Works with the Delivery team to maximize profit. Target deal profit must meet or exceed 40% on a deal basis.

· Assists with marketing efforts to identify markets and maximize marketing effectiveness.

· Manages external partner/vendor relationships to identify consulting opportunities where partnerships can leverage Cognizant’s core competencies and strategic growth.

· Responsible for following and aligning Cognizant’s account team sales strategies with SAP sales strategies.

· Performs other related sales leadership duties as assigned or as requested by customers.

Required Experience

• Must have 15 to 20 years business development experience within the Project-based IT Consulting Services market, specifically in the NA Manufacturing Market. (at least 50% generating new logos)
• Must have 8 years sales experience within the SAP Professional Services environment.
• Excellent written and verbal communication skills. The successful candidate will role play a solution pitch to a Manufacturing company and provide a written sales pitch in an Executive Summary format.
• References should validate ability to provide consultative approach, bring a point of view on innovative solutioning, and verify key relationships with executive and influencers across the NA Manufacturing Market.
• Required overnight travel will be approximately 60%
• Bachelor’s degree in Business, Engineering, or equivalent