Service Line Specialist - Intelligent Process Automation (IPA)
Summary of Department Focus:
Intuitive Operations & Automation (IOA/BPO) business unit is one of Cognizant’s highest growth businesses and a critical part of Cognizant’s Digital imperatives in the market. IPA is a sub-Practice that forms part of IOA. IPA UKI is a high-growth region (30% + CAGR Growth) and is looking at expanding its presence further. As part of IPA’s strategic growth objectives, we are looking for a highly accomplished, results-driven sales executive to originate, advance, and close large sales opportunities in IPA. This individual will be working with industry community (Client Partners, SLM (Service line managers) IOA leadership and the UKI MCU (Market Commercial Unit) leadership to drive sales and business development in a high growth and highly autonomous environment.
Summary Job Description:
* Define and improve the go-to-market plans, offerings, and value propositions.
* Drive sales and pipeline.
* Build strong internal relationships with Cognizant’s UKI MCU & MDU (Market Commercial & Delivery Unit) leadership, IOA Commercial/Offshore Delivery Heads and other core leaders.
Key Responsibilities:
* Closing Sales - The main responsibility and focus of the role will be the growth of our IOA IPA business within UK. Specifically, win new deals in customer account per pre-agreed targets.
* Sales Plan Creation - A critical early task will be developing and executing a growth plan for multiple verticals including Financial Services domain.
* Pipeline Management - Develop the opportunity pipeline, qualify high priority deals, and win new business in line with agreed targets.
* Demand Generation - Work with IOA IPA and UKI MCU teams to identify prospects, create marketing plans, and engage new clients in conversation.
* Proposal Development - Understand customer needs and translate them into winning proposals for Cognizant and its customers in partnership with the presales and solution teams.
* IPA Solution Development Oversight - Partner with IOA IPA solution architects, delivery teams, and other horizontal practices (e.g., AIA, EAS) to create effective deal solutions.
* Deal Shaping/Pricing Development - Develop creative deal shapes, commercial structures, and pricing proposals as part of a winning sales pursuit.
* C-Level Client Relationship Building - Build relationships across CXO levels in client organizations and develop executive level relationships.
* Renewal Deals in the Industry - Build relationships with potential customers by working with Vertical and Country teams.
* Play a leading role in the Intelligent Process Automation (IPA) sales process in the UK region presenting solutions to top prospects.
* Collaborate with Cognizant Client Partners, Sales Executives, and Nearshore/Offshore Delivery Managers to generate new leads from existing accounts.
* Analyze and assess various industry verticals and prioritize Advisory, Automation, and Operational Analytics offerings to address present and future state issues faced by companies in this industry vertical.
* Increase sales/revenue and build a sales pipeline to meet IPA sales objectives in the UK region.
* Expand Cognizant’s automation portfolio in the UK.
Key Competencies:
* IPA Solution Development - Experience in developing Automation, Consulting, and Analytics solutions in partnership with different stakeholders.
* Hands-on participation in solution and content development.
* Industry Experience - Ability to understand business process challenges in key industries and translate needs into compelling business process automation solutions.
* Global Experience - Significant international experience required including being conversant in global service delivery models.
* Verbal Communication Skills - Excellent public speaking and presentation skills suitable for C-level buyers.
* Written Communication Skills - Ability to create compelling sales storylines and PowerPoint decks for presentation to C-level executives.
* Approach to Work - Thrive in a fast-paced, client-focused, changing environment and work independently.
Experience:
* Experience in proactively growing customer relationships within an account.
* Able to meet/deliver annual sales target of 20M TCV.
* Proven experience with Automation vendors and tools, preferably Microsoft, UiPath.
* Significant experience in developing, pursuing, and selling IT, ITES, or consulting services.
* Proven experience supporting account teams and building collaborative relationships.
* Dynamic entrepreneurial spirit and collaborative approach.
Qualifications: CPA, MBA, or advanced degree in related field is preferred.
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