Healthcare, Service Line Sales Lead

Description
Healthcare, Service Line Sales Lead
Who we are:
Cognizant is one of the world's leading professional services companies, transforming clients' business, operating, and technology models for the digital era. Our unique industry-based, consultative approach helps clients envision, build, and run more innovative and efficient businesses. Headquartered in the U.S., Cognizant, a member of the NASDAQ-100, is consistently listed among the most admired companies in the world. Learn how Cognizant helps clients lead with digital at www.cognizant.com.
Who you are:
We are looking for a dynamic, results oriented, expert in Healthcare Quality Assurance and Testing field sales executives keen to be part of an ambitious culture accelerating digital change for our large, sophisticated clients. Service Line Sales Specialists (SLS) are field sales executives passionate about crafting, pursuing, and closing opportunities in nominated industry markets. We work closely with and within client accounts to support vertical market alignment.
What you'll do:
The Service Line Sales specialist will provide deep expertise in one or more of the SPE (Software and Platform Engineering) Practice or Business areas to support Cognizant's client account teams in vertical markets and their account expansion plans into new markets and business areas. SLS' are usually assigned into existing markets and some SLS' will also engage in new logo markets.
The Service Line Specialist will be a "trusted advisor" to both the client and the Cognizant Client Partner blending strategic, tactical and 'street savvy' sales experience.
Knowledge, skills, and abilities:
Key Responsibilities:

Own revenue and TCV (Total Contract Value) targets for the assigned SBU

• Achieve Sales targets while ensuring bookings mix supports in-year revenue goals.

Ensure accuracy of TCV and revenue forecasts

• Collaborate with Client Partners and SBU Heads to ensure completeness and quality of pipeline data.
• Update monthly, quarterly, and annual sales forecasts for the SBU assigned.
• Includes forecasting TCV close dates.

Drive generation and conversion of pipeline by collaboratively working with account relationship teams and SLSs 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.

SLSM (Service Line Sales Manager) should be "T-shaped" technologists that are expected to develop high level understanding and specialization in all three integrated Service Line offerings/capabilities.

Develop next level leaders within his/her portfolio.

Key responsibility includes acquire new SLSs and retain existing SLSs thru increased employee engagement.

Mandatory Capabilities/Skills /Years of Experience:

• 10-15 years' experience in consultative selling of software and platform engineering, and SPE 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.
• Guide SLSs across sales life cycle for end-to-end deals
• 10+ years' experience influencing senior IT and business decision makers.
• 10+ years' experience in software development and systems integration
• 5+ experience in healthcare domain is a must.

Location: East Coast
Benefits : Cognizant offers the following benefits for this position, subject to applicable eligibility requirements:

• Medical/Dental/Vision/Life Insurance
• Paid holidays plus P aid Time Off
• 401(k) plan and contributions
• Long-term/Short-term Disability

• Paid Parental Leave
• Employee Stock Purchase Plan

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Qualifications
Technical Skills
SNo
Primary Skill
Proficiency Level *
Rqrd./Dsrd.
1
Business monitoring
PL1
Required
2
Business Operations
PL1
Required
* Proficiency Legends
Proficiency Level
Generic Reference
PL1
The associate has basic awareness and comprehension of the skill and is in the process of acquiring this skill through various channels.
PL2
The associate possesses working knowledge of the skill, and can actively and independently apply this skill in engagements and projects.
PL3
The associate has comprehensive, in-depth and specialized knowledge of the skill. She / he has extensively demonstrated successful application of the skill in engagements or projects.
PL4
The associate can function as a subject matter expert for this skill. The associate is capable of analyzing, evaluating and synthesizing solutions using the skill.