About IOA Business unit:

Cognizant’s Intuitive Operations and Automation (IOA) business unit is one of Cognizant’s highest growth businesses and a critical part of Cognizant’s Digital imperatives in the market. UKI is a high-growth region and IOA is looking at expanding its presence further. One of the strategic growth objectives is UKI region markets and IOA is looking for a highly accomplished, dynamic, and result-oriented business development & sales executive to originate, advance, and close large sales opportunities in modern Business Process Outsourcing.

Summary Job Description:

• Input to and improve Go-To-Market plans, offerings and value propositions.
• Drive pipeline growth and sales through proactive business development and sales activity
• Build strong internal relationships with Cognizant’s UKI MCU & MDU (Market Commercial & Delivery Unit) leadership, IOA Commercial / Offshore Delivery Heads, and other core leaders in the vertical businesses that represent the Product & Resource (P&R) market (namely, Manufacturing, Logistics, Energy & Utilities (MLEU); and Retail, Consumer Goods, Travel & Hospitality (RCGTH)

Key Accountabilities

• Business Development & Sales - The main responsibility and focus of the role will be the growth of our IOA business within UKI. Specifically, develop and manage qualified forward pipeline, shape and win new deals in the specified market sectors as per pre-agreed targets.
• Demand Generation – To work with IOA and UKI MCU teams to identify prospects, support the creation of marketing plans and take responsibility to engage new clients in dialogue around transformational business.
• Proposal Development - Understand customer needs and translate them into winning propositions for Cognizant and its customer in partnership with the presales and solution teams.
• Deal Shaping / Pricing Development – Support the development of creative deals, commercial structures and pricing proposals as part of a winning sales pursuit. Work closely with the business unit and regional FP&A teams
• Market Intelligence - Provide competitive intelligence associated with market pricing and specific competitor strengths, weaknesses, tactics, etc.
• Marketing - Leverage Cognizant as marketing organization and capabilities to create innovative marketing activities targeted for specific sales opportunities and general local market brand building.
• Key Stakeholder Client Relationship Building - Build relationships across key business stakeholders in client organisations and develop senior level relationships.
• Regular Third-Party Intermediary Interaction - Participate in industry 3rd party seminars, meetings, analyst forums, Cognizant capability presentations, etc. to develop deeper industry connections in relation to our clients and key local IOA intermediaries.
• Renewal deals in the industry - Build relationships with potential customers by working with Vertical and Country teams. Support the development of disruptive propositions to hunt and win these businesses in the industry.

Key Competencies

• BPO – Strong understanding of modern Business Process Outsourcing / Digital Operations / IOA and able to engage senior level stakeholders in solution, transition, and transformation shaping discussions.
• IOA Solution Development – Experience in developing BPO solutions ground up, in partnership with different stakeholders within an organisation.
• Sales Methodology – Practical application of a structured sales methodology
• Ways of working - Ability to proactively work in a collaborative manner in diverse, multi-functional teams
• Industry Experience - Demonstrated ability to understand business process challenges in one or more of our key industries and translating the needs in developing compelling business process solutions with a strong focus on technology-enabled process delivery.
• Verbal Communication Skills – Good public speaking and presentation skills including the ability to convey a set of complex and detailed deal elements in a compelling, engaging, and easy to understand manner that is relevant and suitable for senior level stakeholders.
• Written Communication Skills – Ability to create compelling win themes, sales story lines and PowerPoint decks for presentation to C-level executives.
• Approach to Work – Possess the innate ability to thrive in a fast-paced, client-focused, changing environment and work independently in a self-directed manner.

Knowledge

• Global Business Services – Client-facing GBS project experience preferred.
• Technology - Understanding of technology solutions is required, especially how it affect business and operations.
• Professional Contacts – Existing strong relationships with third-party advisors, industry analyst, and senior-level stakeholders is preferred.
• Matrixed Organization – Experience working in a highly matrixed organization is preferred.
• Virtual Work Environment – Experience working in a virtual home/office work environment is preferred.

Experience

• Good years of experience in Sales and Business Development working for a blue-chip company is essential
• Preferably experience within the two focus sectors MLEU and RCGTH
• He/she should be able to meet/deliver an annual sales target of 20M TCV.

Qualifications

• Degrees – CPA, MBA, or advanced degree in related field is preferred