Healthcare, Service Line Sales (SPE) - Hartford, CT

Title: Healthcare, Service Line Specialist (SPE)

Location: Hartford, CT

Level: Associate Director

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 a dynamic, results-oriented, expert in Healthcare Quality Assurance and Testing field sales executives keen to be part of an ambitious culture accelerating digital change for our large, sophisticated clients. 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 market alignment.

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 or Business areas to support 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.

Knowledge, skills, and abilities:

Key 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
• Present a compelling business case to pursuit teams required to maintain commitment 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.
• Manage 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
• In their area(s) of specialization SLSs should be able to lead the first 3-4 client conversations on their own before involving SMEs (subject matter experts)
• 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

Required Capabilities/Skills /Years of Experience

• 7+ years' experience in consultative selling of software and platform engineering solutions.
• Defining story boards for presentations and proposals that resonate with a broad range of technical and non-technical client stakeholders
• Orchestrating participation of specialists/subject matter experts across a matrix organization to generate required content
• 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 software development and systems integration
• Working knowledge of a broad range of technical specializations with substantive depth in at least two. Relevant topics include
• Agile development methodologies
• Application Modernization approaches
• Includes high level understanding of emerging patterns in the SW+ application modernization space
• API (Application Programming Interfaces) / Micro services Driven Architecture Design Patterns
• DevOps methods and tools
• Site Reliability Engineering

Preferred Capabilities/Skills/Years of Experience

• Working knowledge of Payer/Provider industry trend, priorities, and platforms
• Training and certifications in enabling technologies

Location: Hartford, CT

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.

#LI-PMB

Work Authorization

Must be legally authorized to work in the United States without the need for employer sponsorship, now or any time in the future.