Cloud Service Line Specialist

4 weeks ago

Toronto, Canada Cognizant Technology Solutions Full time

We are seeking an outstanding Cloud Service Line Specialist to join our growing team in at Cognizant Our strength is built on our ability to work together. Our diverse set of backgrounds offer a wide range of perspectives and new ways of thinking. It encourages lively discussions, inspires thought leadership, and helps us build better solutions for our people and clients. We're looking for someone who thrives in this setting and is inspired to craft significant solutions through true partnership.

**Roles/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 dedication 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.

Run 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

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

Mandatory Capabilities/Skills /Years of Experience

5+ years’ experience in consultative selling of solutions related to infrastructure management and cloud adoption.

Defining story boards for presentations and proposals that resonate with a broad range of technical and non-technical client stakeholders

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 design, build, integration and operation of infrastructure solutions; some portion of this experience should include design and/or implementation of cloud-based solutions

Working knowledge of a broad range of technical specializations with substantive depth in at least two. Relevant topics include

Core Infrastructure Management - Data center transformation, network engineering and management

Enterprise Service Management - Managed services and support, Service Now implementation and operation, service automation, customer and employee experience optimization

Cloud Modernization and Management - Design, migration, hybrid and multi-cloud management

Security - Identity and access management, threat management, vulnerability management, data protection and privacy, cloud security

Preferred Capabilities/Skills/Years of Experience

Solid understanding of Banking and Capital Markets industry trends, priorities, and platforms

Training and certifications in enabling technologies

Cognizant will only consider applican

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