Senior Service Line Specialist

Description
Senior Service Line Specialist
Position Overview
Service Line Specialists provide deep expertise in the Revenue Management Service Line to support the Client Leadership Team to close new and expansion opportunities on accounts. Revenue Management includes the q uote to c ash business domains of CPQ, Contract Lifecycle Management, Billing, and Sales Performance Management. The SLS will be actively involved in growing the Service Line's footprint and assisting the account owners to engage clients with Service Line opportunities. Responsibilities of this role include; the creation of leads via prospecting/networking activities, qualification of potential opportunities for customer fit and budget, creation of solicited and unsolicited proposals and RFP responses with limited assistance , working with appropriate delivery staff to create complex solution proposals, and closing potential business opportunities. This role requires gaining client commitment for contracts and managing the client relationship through the initial project. The individual will be responsible for overseeing development of strategies and tactics for further penetrating account s, in addition to cross selling Cognizant's emerging services. The Service Line Specialist will support the Client Partner in achieving "trusted advisor" status and have a mix of strategic and tactical management experience.
Key Responsibilities
Provide deep expertise in a Service Line Practice Area to support the Client Leadership Team. Lead pursuits working alongside the Client Partner on non-strategic opportunities . Will lead pursuits that align to their specialism alongside the Client Partner . F ocus on working within Client Leadership Team to develop sales strategies to engage client. Will focus on hunting deals that drive specific growth imperatives and on closing transformative, rather than transactional, opportunities .
Market Leadership:

• Creates sales strategies and plan for the Client Partners' review and for its incorporation into the broader client strategy and plan.
• Provides subject matter expertise to proposal development and overall solution.

Relationship Management:

• Executes and manages the account plan within function/specialism under the guidance of the Client Partner .
• Invests time in strengthening existing client relationships. Participates in reviews and provides educated and relevant perspectives.
• Client Relationship Management; engage with CXO, VP and Director level clients .

Business Development:

• R esponds to and deliver on client requests; respon se to RFP's .
• Identifies opportunities, makes proactive proposals to client in line with account strategy.
• Obtains the approvals to pursue opportunities.

• Leads pursuits to close new and expansion opportunities related to their sales specialisms, working closely with Client Leadership Team.
• Secures revenue renewals related to their sales specialisms.
• Engage the relevant internal Cognizant teams and Service Lines team for developing solutions.
• Handle risks and issues related to the account, including delivery oversight support .
• Create and present account QBR presentations and executive status reports .

Preferred Knowledge and Skills:

• A leader, a committed team player, organized, and persistent with a strong work ethic, and have excellent communication skills .
• Demonstrable C-level relationships in multiple industry verticals within the US Eastern Region markets, including but not limited to, Communications, Financial Services, Media, or Healthcare .
• Tenacious in developing new business, comfortable in identifying new opportunities, cold calling and developing the pipeline with targeted sales and marketing activities .
• Demonstrated experience working the entire business development process including targeted prospecting, opportunity identification, solutions definition, project estimation, and client acceptance .
• History in selling experience of business user applications preferred over back-office IT department applications .
• Sales experience of SaaS applications .
• Proven experience utilizing strategic staff augmentation required to infiltrate new clients leveraging into project and/or solutions-based opportunities.
• Experience building a solution involving multiple users and departments is preferred over sales to a single user/department .
• Success in selling in the assigned market desired, as well as utilizing relationships across the US.

Key Experience:

• A history of sales results above quota, and in the top 10% of peers - recognized as a hunter and closer.

• 5+ years' proven experience in personally developing client accounts and relationships and selling complex solutions in the IT Services, Systems Integration or Technology Strategy Consulting sectors .
• A minimum of 3 years' success with Enterprise Level solution-based sales with average deal size above $150k and minimum 5 years of experience prospecting and selling to companies with revenues of $ 5 00M to $2B .
• Experience in selling within the Quote to Cash Lifecycle space preferable.
• Solutions orientation and acumen - Sales 2.0 experience ( solve problems vs. selling, analytical sales approach, productive integration with lead generation) .
• Capable of surfacing and clarifying prospect pain points and desired business outcomes , gaining insight into their organization and identifying the revenue management custom solution which will solve their challenges . Understands the formal and informal buying process in the customer's environment - decision makers, and influencers, and develop strategies for each to mitigate risk and move the sale to close as quickly as possible .
• Ability to work in a small and agile company that has a team-oriented "getting things done" attitude with contagious passion and energy .
• Solid business and technical skills to interface with customer and other team members effectively .
• Strong consultative selling skills, problem solving skills with proven abilities to identify client requirements and creatively demonstrate how the competency can address and solve client challenges and convert into a compelling proposal for that solution .
• Consultative sales experience selling enterprise IT, web- and/or cloud-based custom solutions/services to C-level executives within middle-tier sized organizations are a must .

Other Skills and Experience:
Employee Status: Full Time
Shift: Day Job
Education: BA/BS degree or equivalent experience .
Travel: Travel will vary depending on customer and prospect requirements. Ability to travel up to 50%
Location: Open - USA
Qualifications
Technical Skills
SNo
Primary Skill
Proficiency Level *
Rqrd./Dsrd.
1
Salesforce CPQ
PL3
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.