Business Development Executive – Cognizant Digital Operations – BPO
Location: UK – London
Travel – Weekly travel will vary depending on customer and prospect requirements.
Summary of Department Focus:
Cognizant’s Digital Operations (CDO) business unit is one of Cognizant’s highest growth businesses and a critical part of Cognizant’s Digital imperatives in the market. UKI is a high-growth region and CDO is looking at expanding its presence further. One of DO’s strategic growth objectives is UKI region markets and CDO is looking for a highly-accomplished, results-driven senior sales executive to originate, advance, and close large sales opportunities in outsourcing. This individual will be working with industry community (Client Partners, SLM (Service line managers) CDO leadership and the UKI MCU (Market Commercial Unit) leadership to drive sales and business development in a high growth and highly autonomous environment
Summary Job Description:
Define and improve the go-to-market plans, offerings and value propositions
Drive sales and pipeline
Build strong internal relationships with Cognizant’s UKI MCU & MDU (Market Commercial & Delivery Unit) leadership, CDO Commercial/Offshore Delivery Heads and other core leaders.
Key Accountabilities
Closing Sales – The main responsibility and focus of the role will be the growth of our CDO business within Europe. Specifically, win new deals in customer account per pre agreed targets.
Sales Plan Creation – A critical early task will be developing and executing a growth plan for selected verticals.
Pipeline Management – Among the critical tasks likely be featured in the sales plans, are developing the opportunity pipeline, qualifying high priority deals and winning new business in line with agreed targets.
Demand Generation – To work with CDO and UKI MCU teams to identify prospects, create marketing plans and take responsibility to engage new clients in conversation
Proposal Development – Understand customer needs and translate them into winning proposals for Cognizant and its customer in partnership with the presales and solution teams
CDO Solution Development Oversight – As a pursuit leader, partner with CDO solution architects, delivery teams and other horizontal practices (e.g. AIA, EAS) to create effective deal solutions.
Deal Shaping / Pricing Development – Develop creative deal shapes, commercial structures and pricing proposals as part of a winning sales pursuit. Work closely with the business unit and regional FP&A teams
Market Intelligence – Provide competitive intelligence associated with market pricing and specific competitor strengths, weaknesses, tactics, etc.
Marketing – Leverage Cognizant as marketing organization and capabilities to create innovative marketing activities targeted for specific sales opportunities and general local market brand building.
C-Level Client Relationship Building – Build relationships across CXO levels in client organizations and developing executive level relationships.
Regular Third Party Intermediary Interaction – Participate in industry 3rd party seminars, meetings, analyst forums, Cognizant capability presentations, etc. to develop deeper industry connects in relation to our clients and key local CDO intermediaries.
Renewal deals in the industry – Build relationships with the potential customers by working with Vertical and Country teams. Build disruptive propositions to hunt and win these businesses in the industry
Job Requirements:
Key Competencies
BPO – Deep understanding of Digital Operations/CDO and able to engage C-level executives in detailed BPO deal, solution, transition, and transformation shaping discussions.
CDO Solution Development – Experience in developing BPO solutions ground up, in partnership with different stakeholders within an organisation.
Hands on participation in solution and content development
Ability to lead and work in diverse, multi-functional teams
Industry Experience – Demonstrated ability to understand business process challenges in one or more of our key industries and translating the needs in developing compelling business process solutions with a strong focus on technology-enabled process delivery.
Global Experience – Significant international experience required including being conversant in global service delivery models – both shared services and CDO.
Verbal Communication Skills – Excellent public speaking and presentation skills including the ability to convey a set of complex and detailed deal elements in a compelling, engaging, and easy to understand manner suitable for C-level buyers.
Written Communication Skills – Ability to create compelling sales story lines and PowerPoint decks for presentation to C-level executives.
Approach to Work – Possess the innate ability to thrive in a fast-paced, client-focused, changing environment and work independently in a self-directed manner.
Knowledge
Global Business Services – Client-facing GBS project experience is preferred.
Technology – Understanding of technology solutions is required, especially how it affect business and operations.
Professional Contacts – Existing strong relationships with third party advisors, industry analyst, and potential C-level buyers is preferred.
Matrixed Organization – Experience working in a highly matrixed organization is preferred.
Virtual Work Environment – Experience working in a virtual home / office work environment is preferred.
Experience
Demonstrable experience in Sales and Business development working for a blue chip CDO company is essential
Preferably Banking & Financial Services domain
He/she should be able to meet/deliver annual sales target of 40M TCV
Qualifications
Degrees – CPA, MBA, or advanced degree in related field is preferred.
