Service Line Sales Specialist - Software, Platform Engineering - Aerospace & Defense
Level : Director
Location : United States (East & Central time zones preferred)
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 dynamic, results oriented, commercial leaders in software platforms and engineering field keen to be part of an ambitious culture accelerating digital change for our large, sophisticated clients.
Additionally, you will have specialized familiarity and experience in the Aerospace and defense sector where we are looking to drive growth and excellence
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 industry growth.
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 supporting 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.
Responsibilities
- Forge relationships with VP / CXO decision makers across IT and business teams in the Manufacturing, Logistics, Energy and Utilities domain.
- Map client organization, build outstanding relationships with new business units, and build a sales strategy for developing new business opportunities
- Run end-to-end lead generation, sales and RFI / RFP processes
- Drive collective focus with multiple teams on larger multi service line deals
- Drive revenue by prioritization, structuring, and leading digital engagements
- Work closely with the practices and delivery organization to co-define and drive transformation strategy and service offerings across the areas of Software Engineering, Experience technologies, design and quality engineering.
- Own and deliver on revenue and Total Commercial Value targets
- Envision and build new opportunities within existing and new businesses
- Lead financial and contract terms, negotiation, and outsourcing discussions
- Help account leadership and delivery leadership by highlighting risks and issues related to the engagements
- Develop and execute Account Growth strategy and business plans relevant to Digital, Experience and Quality engineering.
Coordinate with account teams to integrate with the account's larger growth plan
- Responsible for Sales, Business Development & Customer Relationship activities.
- Work in a matrix organization, enabling prospecting and other sales management goals
- Manage operations and maintain process and system hygiene to enable system oriented KPI's and measurement
Qualifications and Experience :
- Sales Experience : 10+ years of experience in consultative selling of software engineering and experience design services / solutions, including both custom developed and platform-based solutions.
- Knowledge of Aerospace and Defense domain and demonstrated experience in this domain for 2+ years
- Regulated industry experiences in A&D covering the Compliance and Security aspects including but not limited to
o ITAR Compliance
o NIST 800-171 & NIST 800-53
o CMMC 2.0 Level 2 Security Controls related aspects
o Microsoft's GCC - Government Community Cloud
o AWS GovCLoud
o FedRAMP experience
Preferred and desired Industry working experiences with, covering all preferred but Commercial and Defense industry are mandatory from Service Provider perspective.
o Commercial Aerospace OEMs & Tier-1s
o Defense OEMs & Tier-1s
o USA DoD & other Defense Agencies
o Alaskan Native Corporations - 8A Companies
o Third party ITAR and CMMC assessment agencies
- Demonstrated ability to manage entire sales lifecycle from opportunity identification (focus on farming) to negotiation / contracting.
- Capable of working with clients to envision, structure and specify solution requirements. Demonstrated ability to close deals ranging in size from $250K to $5M+
- 5+ years of experience in software development and implementation areas.
- Strong knowledge on current industry trends and capabilities in software, experience and quality engineering disciplines.
- Strong verbal and written communication skills. Capable of structuring and editing presentations and proposals leveraging content that is both self-generated and provided by colleagues
- Self-drive, flexibility and ownership of objectives
- Logical and structured approach to presenting opinions / views and interpretation of information
- Demonstrated ability to influence decisions makers and develop followership among colleagues and subordinates
Location :
- Hybrid work location (3 days in office)
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