AVP & Head of Capital Markets

AVP, Capital Markets IOA - 50 to 75% travel

COGNIZANT OVERVIEW

Cognizant Technology Solutions (NASDAQ: CTSH) is one of the world's leading professional services companies, transforming customers' business, operating, and technology models for the digital economy. With annual revenues of $18 billion and a market value of $41 billion, we help global corporations adapt to market disruptions and build stronger, more agile, and innovative businesses.

At Cognizant, we give organizations the insights to anticipate what customers want and act instantly to deliver on those demands so our clients can achieve the goal of every modern business: staying one step ahead of a fast-changing world.

ROLE RESPONSIBILITIES: AVP, Capital Markets Leader IOA, North America

The IOA Leader, reporting to the VP - Capital Markets and Insurance, will be responsible for the following:

1. Support BU in their growth strategy by:
1. Aligning IOA offerings and capabilities through industry battle cards and sales playbooks
2. Aligning SLSs to Accounts strategies
3. Providing direction and help for crafting client dialogues, presentations, and proposals required to sell services
4. Acquiring new talent from the market and retaining existing talent to meet growth objectives
5. Helping ISG to create industry solutions that are relevant to current and future market trends

1. Building a team of sales specialists across service lines and creating and coaching the next generation of leaders that are experts in orchestrating multi-line deals.
2. Driving sales growth for the Capital Markets offerings across operations and transformation for all existing and new clients.
3. Coaching and guiding SLS to make effective sales of solutions.
4. Collaborating with platform vendors and hyperscalers to create joint solutions and go-to-market strategies.
5. Directing planning and execution of winning sales strategies on complex engagements for tech and business that address stakeholder management, competitive differentiation, and pricing to win.
6. Contributing to brand elevation.
7. Supporting IOA leadership in their growth strategy by:
1. Aligning IOA offerings and capabilities through industry battle cards and sales playbooks
2. Aligning SLSs to Accounts strategies
3. Providing direction and help for crafting client dialogues, presentations, and proposals required to sell services
4. Acquiring new talent from the market and retaining existing talent to meet growth objectives

1. Acting as sponsor for select key clients.
2. Strategy alignment with vertical and service lines.
3. Branding: Elevating Cognizant's brand through personal participation in the industry.
4. Ensuring accuracy of TCV and revenue forecasts by collaborating with Client Partners to ensure completeness and quality of pipeline data and updating monthly, quarterly, and annual sales forecasts for accounts assigned.
5. Development of industry solutions.
6. Influencing internal and external stakeholders and creating innovative solutions for strategic deals.
7. Building key executive-level relationships with client organizations.

Required and Preferred Qualifications and Experience:

1. Leadership: Team building, orchestration/navigation, communication, and driving the strategy for the associated vertical.
2. Commercial Mindset: Sales acumen to run P&L within the Capital Markets segment, ability to identify and prioritize growth areas, run large deals, and deliver and drive growth.
3. Industry Presence: Knowledge and personality to represent Cognizant in the industry, ability to publish whitepapers, webinars, etc. to establish and expand the brand.
4. Transformation or Operations Experience: Ability to drive transformation deals, integrated service line deal knowledge, and contribute to strategy for vertical growth.

ESSENTIAL:

1. Minimum 20 years of work experience.
2. At least 10 years of experience selling BPO/professional services to Capital Markets firms.
3. At least 5 years of experience managing P&L roles and high-performing sales teams.
4. Strong experience having worked/sold to custodians, investment banks, wealth management firms, and asset managers.

EDUCATION:

Management/Business/Economics; master's degree is preferred.