Cognizant
Strategic Portfolio Director
Cognizant, Trenton, New Jersey, United States,
Strategic Director – Communications Portfolio
Provide sales and commercial support to non IT buyers in network engineering and contact center transformations in Communications Industry. Work with clients on achieving growth of network engineering business.
Key Responsibilities:
Business
Acts as the leader of the account to drive new, renewal, and expanded business opportunities, revenue streams, profitable growth, and client satisfaction for the named solution portfolios
Regularly reviews account performance metrics with senior management, engagement, delivery, operations, and finance teams to optimize account performance
Leads metrics used to measure contribution to the growth of the client’s business and company performance
Runs account P&L to meet or exceed specified revenue and profitability targets
Provides timely reporting and actionable insights on sales and customer-related issues or concerns, and works with engagement and delivery leadership to resolves outstanding account challenges
Applies appropriate tools, processes, and methods to ensure consistent, effective execution of tasks (e.g., WinZone, Client Value Framework, Client Messaging Framework)
Expertise
Stays current with industry trends, market developments, and technology changes with the potential to impact the client’s business
Develops, through research, a profound understanding of the client’s industry, business, philosophy and culture
Apply sales insights to motivate service lines to support account growth activities and service innovations
Monitors competitive strategies, tactics, and offers to position Cognizant uniquely against the competition
Ensures the relevance of Cognizant offerings to clients by maintaining a solid understanding of Cognizant’s strategies, portfolios, and partners
Relationships
Acts as a trusted adviser to clients, builds and leverages C-level account networks, and maintains excellent client satisfaction
Meets regularly with client decision makers and influencers to influence client business agendas and investments
Establishes trusted relationships with partners and decision makers
Builds and maintains effective communication between Cognizant engagement teams and client organizations
Build positive relationships with industry advisors and analysts
Sales
Formulates winning long-term account growth plans through collaboration
Drives business growth into the client’s business eco-system
Develops strategic partnerships and alliances
Develops strategic sales opportunities, and coordinates the business, operations, and technical expertise needed to qualify and bring those opportunities to successful closure
Leads sales opportunities and resources to balance short- and long-term objectives
Leadership
Establishes high-level and tactical relationships with internal Cognizant collaborators to ensure account success (e.g., sales, operations, marketing, on-shore & off-shore delivery)
Supports recruitment of dedicated account team members to continually grow talent pool
Develops the account team and broader client partner community through coaching, mentoring, and the communication of standard processes
Builds a culture and working environment for account teams that embodies Cognizant’s values and vision
Drives sales team skill development initiatives and facilitates relevant training opportunities
Drives the communication strategies, events, and coordination requirements needed to improve teamwork between account and delivery teams
Experience
Required
10+ years of industry domain experience with at least 10+ years in account management and business development roles
Experience in running large, multimillion-dollar client P&L, including reporting and metric assessment
Strong background of leading different selling contexts, ranging from sales, new sales, sales programs, and existing annuity business
Extensive experience in positioning and selling Network Engineering & operations
Bachelor’s degree in technology or science, or equivalent experience
Preferred
10+ years of executive selling experience in an industry-relevant consulting firm or professional services account engagement role
Experience with large, extensive, global clients involving globally complex deals
In-depth understanding of the client business, technology, and services sales domains to be selling into
Experience in off-shore delivery models and globally dispersed teams
Master’s degree in technology, MBA degree, or equivalent experience
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Provide sales and commercial support to non IT buyers in network engineering and contact center transformations in Communications Industry. Work with clients on achieving growth of network engineering business.
Key Responsibilities:
Business
Acts as the leader of the account to drive new, renewal, and expanded business opportunities, revenue streams, profitable growth, and client satisfaction for the named solution portfolios
Regularly reviews account performance metrics with senior management, engagement, delivery, operations, and finance teams to optimize account performance
Leads metrics used to measure contribution to the growth of the client’s business and company performance
Runs account P&L to meet or exceed specified revenue and profitability targets
Provides timely reporting and actionable insights on sales and customer-related issues or concerns, and works with engagement and delivery leadership to resolves outstanding account challenges
Applies appropriate tools, processes, and methods to ensure consistent, effective execution of tasks (e.g., WinZone, Client Value Framework, Client Messaging Framework)
Expertise
Stays current with industry trends, market developments, and technology changes with the potential to impact the client’s business
Develops, through research, a profound understanding of the client’s industry, business, philosophy and culture
Apply sales insights to motivate service lines to support account growth activities and service innovations
Monitors competitive strategies, tactics, and offers to position Cognizant uniquely against the competition
Ensures the relevance of Cognizant offerings to clients by maintaining a solid understanding of Cognizant’s strategies, portfolios, and partners
Relationships
Acts as a trusted adviser to clients, builds and leverages C-level account networks, and maintains excellent client satisfaction
Meets regularly with client decision makers and influencers to influence client business agendas and investments
Establishes trusted relationships with partners and decision makers
Builds and maintains effective communication between Cognizant engagement teams and client organizations
Build positive relationships with industry advisors and analysts
Sales
Formulates winning long-term account growth plans through collaboration
Drives business growth into the client’s business eco-system
Develops strategic partnerships and alliances
Develops strategic sales opportunities, and coordinates the business, operations, and technical expertise needed to qualify and bring those opportunities to successful closure
Leads sales opportunities and resources to balance short- and long-term objectives
Leadership
Establishes high-level and tactical relationships with internal Cognizant collaborators to ensure account success (e.g., sales, operations, marketing, on-shore & off-shore delivery)
Supports recruitment of dedicated account team members to continually grow talent pool
Develops the account team and broader client partner community through coaching, mentoring, and the communication of standard processes
Builds a culture and working environment for account teams that embodies Cognizant’s values and vision
Drives sales team skill development initiatives and facilitates relevant training opportunities
Drives the communication strategies, events, and coordination requirements needed to improve teamwork between account and delivery teams
Experience
Required
10+ years of industry domain experience with at least 10+ years in account management and business development roles
Experience in running large, multimillion-dollar client P&L, including reporting and metric assessment
Strong background of leading different selling contexts, ranging from sales, new sales, sales programs, and existing annuity business
Extensive experience in positioning and selling Network Engineering & operations
Bachelor’s degree in technology or science, or equivalent experience
Preferred
10+ years of executive selling experience in an industry-relevant consulting firm or professional services account engagement role
Experience with large, extensive, global clients involving globally complex deals
In-depth understanding of the client business, technology, and services sales domains to be selling into
Experience in off-shore delivery models and globally dispersed teams
Master’s degree in technology, MBA degree, or equivalent experience
#J-18808-Ljbffr