What are the responsibilities and job description for the Service Line Specialist - Software & Platform Engineering - Healthcare position at Cognizant?
Service Line Sales - SPE (Software Platform Engineering) - Healthcare
Location – New England (Providence, Hartford or South Boston)
- 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
- 7 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
- 8 years’ experience in software development and systems integration
- Working knowledge of a broad range of technical specializations with substantive depth in at least two. Relevant topics include
- Agile development methodologies
- Application Modernization approaches
- Includes high level understanding of emerging patterns in the Sw application modernization space
- API (Application Programming Interfaces) / Micro services Driven Architecture Design Patterns
- DevOps methods and tools
- Site Reliability Engineering
Preferred Capabilities/Skills/Years of Experience
- Working knowledge of Payer/Provider industry trend, priorities, and platforms
- Training and certifications in enabling technologies
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
· Medical/Dental/Vision/Life Insurance
· Paid holidays plus Paid Time Off
· 401(k) plan and contributions
· Long-term/Short-term Disability
· Paid Parental Leave
· Employee Stock Purchase Plan
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.
