What are the responsibilities and job description for the Service Line Specialist - Software & Platform Engineering - Healthcare position at Cognizant North America?
Service Line Sales - SPE (Software Platform Engineering) - Healthcare
Location - New England (Providence, Hartford or South Boston)
Key Responsibilities
- Own revenue and TCV (Total Contract Value) targets for the assigned account(s)
- Achieve Sales targets while ensuring bookings mix supports in-year revenue goals.
- Ensure accuracy of TCV and revenue forecasts
- Collaborate with Client Partners to ensure completeness and quality of pipeline data
- Update monthly, quarterly, and annual sales forecasts for accounts assigned
- Includes forecasting TCV close dates
- Drive generation and conversion of pipeline by collaboratively working with account relationship teams to establish connections with Client stakeholders that can lead to identification of qualified opportunities
- Understand our clients' priorities, problems and roadmap
- Effectively identify and qualify prospects
- Build client contacts and relationships (i.e., be viewed as a trusted advisor) with client decision makers (C-level and their directs)
- Shape and influence the clients' strategic direction via use of consultative selling approaches
- Present a compelling business case to pursuit teams required to maintain commitment and focus when driving new opportunities.
- 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
- Work with clients to envision, structure, specify, and validate solution requirements
- Where relevant develop high level solution architectures to confirm client expectations and enhance understanding of estimating teams
- 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
- Maintain a combination of specialist, working, and basic knowledge of digital technologies, emerging trends, and their applicability to industries & domains
- SLSs (Service Line Specialists) should be "T-shaped" technologists that are expected to develop specialization in one or two offerings / capabilities based on his / her strengths
- In their area(s) of specialization SLSs should be able to lead the first 3-4 client conversations on their own before involving SMEs (subject matter experts)
- The implication is that SLSs must define their learning priorities based on their portfolios and opportunities
- SLSs should do their own analysis and due diligence before reaching out to solutions teams and SMEs
- More specifically, SLSs are expected to attempt to define and frame the elements required to solve a challenge first and then involve additional solutions teams and SMEs as required to drive to the level of detail required for a proposal
Required Capabilities / Skills / Years of Experience
Preferred Capabilities / Skills / Years of Experience
Top Reasons to Join Our Team
Excellent compensation / benefits. A strong financial incentive package that includes a solid base salary with a highly attractive commission's plan. Further incentives include award programs, club trips, and excellent benefits package. 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.
Benefits
Cognizant offers the following benefits for this position, subject to applicable eligibility requirements
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.
