Full job description

Our AE is responsible for prospecting, qualification, and ultimately closing a new business to build a portfolio greater than $50M for the SAP line of business and a larger portfolio that leverages Cognizant’s diverse IT and OT solutions. This is a hybrid role, comprised of Hunter, Farmer and Profitable Growth components. The ideal candidate will be a hunter dedicated to closing new sales with clients where we are not doing business (50% new logos). The role includes Client Partnership responsibilities for existing accounts and, occasionally, Delivery Executive responsibilities. This position will report to the MLEU SAP SLSM and work closely with the leadership team.

Key Responsibilities:

• Leads effort to develop and execute programs to drive pipeline and close deals with the North American Manufacturing Market.
• Collaborates with account teams and SAP SMEs to uncover and qualify opportunities that align with the SAP Manufacturing business. Brings a point of view to the solution process, representing one’s own manufacturing experience.
• Responsible for creating and/or collaborating on developing customer-facing sales assets that communicate deep SAP expertise and innovative products, including the Executive Summary, the Solution Overview, and relevant opportunity or solution differentiators.
• Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts.

Defines SAP strategy for ten or more NA Manufacturing accounts. Owns the Commercial and overall Client Relationship with those customers. Coaches and influences the account team (Managed Services or Project Team members) to maximize revenue and profit wherever· possible. Curates the relationships so that Cognizant receives a high NPS score.

• Collaborates on Marketing campaigns and supports the execution of those campaigns to create leads and convert those leads into opportunities.
• Develops SAP sales best practices (authors “plays” in the Sales Playbook), securing repeatable and expansive opportunities across the market base. Train and/or coach peer AEs in executing new Sales Plays. Can deliver the Company Overview and all relevant solutions for the Manufacturing market and identify key differentiators and applicable references without the help of other team members.
• Partners with other departments to ensure the best possible implementation and service experience for our clients. When and as necessary, serves as a Delivery Executive for Strategic or Large Projects. Works with the Delivery team to maximize profit. Target deal profit must meet or exceed 40% on a deal basis.
• Assists with marketing efforts to identify markets and maximize marketing effectiveness.

Manages external partner/vendor relationships to identify consulting opportunities where partnerships can leverage · Cognizant’s core competencies and strategic growth.

• Responsible for following and aligning Cognizant’s account team sales strategies with SAP sales strategies.
• Performs other related sales leadership duties as assigned or as requested by customers.
• Must have 15 to 20 + years of business development experience within the Project-based IT Consulting Services market, specifically in the NA Manufacturing Market. (at least 50% generating new logos)
• Must have 8+ years of sales experience within the SAP Professional Services environment.
• Excellent written and verbal communication skills. The successful candidate will role-play a solution pitch to a Manufacturing company and provide a written sales pitch in Executive Summary format.
• References should validate the ability to provide a consultative approach, bring a point of view on innovative solutions, and verify key relationships with executives and influencers across the NA Manufacturing Market.
• Required overnight travel will be approximately 60%
• Bachelor’s degree in Business, Engineering, or equivalent

Applications will be accepted until 09/15/2024.

The annual salary for this position is between $180,000 – 190,000, depending on the experience and other qualifications of the successful candidate.

This position is also eligible for Cognizant’s discretionary annual incentive program, based on performance and subject to the terms of Cognizant’s applicable plans.

Benefits: Cognizant offers the following benefits for this position, subject to applicable eligibility requirements:

Medical/Dental/Vision/Life Insurance

Paid holidays plus Paid Time Off

401(k) plan and contributions

Long-term/Short-term Disability

Paid Parental Leave

Employee Stock Purchase Plan

Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, subject to applicable law.

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