Service Line Specialist

**Summary of Department Focus**:
Cognizant is looking for a highly-accomplished, results-driven senior sales executive to **originate, advance, and close large sales opportunities** in outsourcing. This individual will be working with industry community (Client Partners, SLM (Service line managers) IOA leadership and the ASEAN 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 for **ASEAN** Region
- Drive sales and pipeline for **ASEAN** Market
- Build strong internal relationships with Cognizant’s ASEAN MCU & MDU, IOA Commercial/Offshore Delivery Heads and other core leaders.

**Key Accountabilities**
- **Sales Plan Creation**- A critical early task will be developing and executing a growth plan for region.
- **Demand Generation**- Identify prospects, create marketing plans and take responsibility to engage new clients in conversation
- **Pipeline Management**-Strong pipeline building, qualifying high priority deals and winning new business in line with agreed targets.
- **Proposal Development**:

- Understand customer needs and translate them into winning proposals for Cognizant and its customer in partnership with the presales and solution teams
- **Solution Development Oversight -** As a pursuit leader, partner with 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. Work closely with the business unit and regional FP&A teams
- **Closing Sales** - The main responsibility and focus of the role will be the growth of our IOA business within region. Specifically, win new deals.
- **Market Intelligence** - Provide competitive intelligence associated with market pricing and specific competitor strengths, weaknesses, tactics, etc.
- **Marketing -**Leverage Cognizant’s marketing organization and capabilities to create innovative marketing activities targeted for specific sales opportunities and general local market brand building.
- **C-Level Client Relationship Building** - Build relationships across CXO levels in client organizations and developing executive level relationships.
- **Regular Third Party Intermediary Interaction**:

- Participate in industry 3rd party seminars, meetings, analyst forums, Cognizant capability presentations, etc. to develop deeper industry connects and relationship.
- **Renewal deals in the industry -**Build relationships with the potential customers by working with Vertical and Country teams. Build disruptive propositions to hunt and win.

**Job Requirements**:
**Key Competencies**
- **BPO** - Deep understanding of Digital Operations/DBO and able to engage C-level executives in detailed BPO deal, solution, transition, and transformation shaping discussions.
- **Solution Development -** Experience in developing BPO solutions ground up, in partnership with different stakeholders within an organisation.
- Hands on participation in solution and content development
- Ability to lead and work in diverse, multi-functional teams
- **Industry Experience** - Demonstrated ability to understand business process challenges in one or more of our key industries and translating the needs in developing compelling business process solutions with a strong focus on technology-enabled process delivery.
- **Global Experience**- Significant ASEAN experience required including being conversant in global service delivery models - both shared services and Tech led BPO.
- **Verbal Communication Skills**- Excellent public speaking and presentation skills and ability to convey complex and detailed deal elements in a compelling, engaging manner.
- **Written Communication Skills**- Ability to create compelling sales story lines and PowerPoint decks for presentation to C-level executives.
- **Approach to Work -**Possess the innate ability to thrive in a fast-paced, client-focused, changing environment and work independently in a self-directed manner.

**Knowledge**
- **Global Business Services** - Client-facing GBS project experience is preferred.
- **Technology**:

- Understanding of technology solutions is required, especially how it affect business and operations.
- **Professional Contacts** - Existing strong relationships in local ASEAN region with third party advisors, industry analyst, and potential C-level clients.
- **Matrixed Organization** - Experience working in a highly matrixed organization is preferred.
- **Virtual Work Environment** - Experience working in a virtual office/home work environment is preferred.

**Experience**
- 10 to 12+ years of experience in Sales and Business development working for tech lead BPO companies is essential
- Preferably Manufacturing, Logistics, Energy Utility,