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.
6. Building a team of sales specialists across service lines and coaching the next generation of leaders that are experts in orchestrating multi-line deals.
7. Driving sales growth for the Capital markets offerings across operations and transformation for all existing and new clients.
8. Coaching and guiding SLS to make effective sales of solutions.
9. Collaborating with platform vendors / Hyperscalers to create joint solutions and go-to-market strategies.
10. Directing planning and execution of winning sales strategies on complex engagements for tech and business that address issues such as stakeholder management, competitive differentiation, and pricing to win.
11. Contributing to brand elevation.
12. Acting as a sponsor for select key clients.
13. Ensuring accuracy of TCV and revenue forecasts.
14. Collaborating with Client Partners to ensure completeness and quality of pipeline data.
15. Updating monthly, quarterly, and annual sales forecasts for accounts assigned, including forecasting TCV close dates.
16. Influencing internal and external stakeholders and creating innovative solutions for strategic deals.
17. Building key executive-level relationships with client organizations.

Required and Preferred Qualifications and Experience:

1. Leadership.
2. Team building.
3. Orchestration/navigation.
4. Communication.
5. Driving the strategy for the associated vertical.
6. Commercial mindset.
7. Sales acumen to run P&L within Capital Markets Segment.
8. Ability to identify growth areas and prioritize them.
9. Ability to run large deals.
10. Ability to deliver and drive growth.
11. Ability to be an executive sponsor to select accounts to transform them.
12. Industry presence.
13. Knowledge and personality to represent Cognizant in the industry.
14. Ability to publish whitepapers, webinars, etc. to establish and expand the brand.
15. Transformation or operations experience.
16. Ability to drive transformation deals.
17. Integrated service line deal knowledge.
18. Ability to define or contribute to strategy for vertical growth.

ESSENTIAL

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

EDUCATION:

1. Management/Business/Economics; master’s degree is preferred.

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