Service Line Specialist - Artificial Intelligence & Analytics - #2082807

Job Description

What makes Cognizant a unique place to work? The combination of rapid growth and an international and innovative environment! This is creating a lot of opportunities for people like YOU - people with an ambitious spirit who want to make a difference in this world.

Cognizant's delivery model is infused with a distinct culture of high customer happiness. We consistently deliver positive relationships, cost reductions, and business results.

Be one of our change-makers and join the success story: we are looking for a

Job Title: Service Line Specialist – Artificial Intelligence & Analytics (d/f/m)

Location: Germany

Summary of Department Focus:

Artificial Intelligence & Analytics (AIA) business unit is one of Cognizant's highest growth businesses and a key cornerstone in our digital services offerings. Global Growth Markets (DACH) is a high-growth region and AIA is looking at expanding its presence further. One of AIA's strategic growth objectives is Germany region markets and AIA is looking for a highly accomplished, results-driven sales executive togenerate, advance, and close sales opportunitiesin Data & AI. This individual will be working with industry community (Client Partners, SLM (Service Line Managers) AIA leadership and the DACH MCU (Market Commercial Unit) leadership to drivesales and business development.

1. Key Responsibilities

Responsible for Sales, Business Development & Customer Relationship activities for AI and Analytics.

a.Generate Net New Revenue & TCV for Artificial Intelligence and Analytics (AI&A) service line

• Identify market gaps & opportunities in existing accounts
• Develop proactive opportunity and growth roadmap aligned with the most attractive growth segments of the market
• Design and develop penetration plan for new logos
• Manage lifecycle (opportunity creation to closure including fulfillment)
• Oversee evangelization internally (Client partners, CRMs) on the data and analytics space

b.Own and run deals:

• Be accountable for directing the deal pursuit process end to end within the service line
• Ensure solution and delivery team is engaging clients in region to explore opportunities and better define desired business outcomes, through workshops/digital dialogues/demos/PoCs
• Ensure team is equipped and trained to lead deals with customers though deep subject matter expertise & experience in the specific markets (industry/geo)/practice area
• Engage priority clients directly to get better deal understanding and enhance deal win probability

c.Manage customer relationships:

• Walking the floors for key customers, regular cadence to understand customer needs, pain points
• Manage CXO / CDO level relationships, bringing outside-in view about market trend
• Contextualize solutions with respect to customer landscape and need from the customer requirement
• Develop a vision & comprehensive strategy for stakeholder management in key account

d.Develop practice strategy with local market focus:

• Demonstrate technical expertise in modern AI, advanced analytics, analytics, big data and associated technologies, data cloud platforms, data governance & quality
• Define the practice area and the outcomes the team aims to achieve for customers
• Develop insights on the key market and competitor trends with focus on tech evolution / new threats
• Develop a vision & comprehensive strategy for the practice as well as execution roadmap

e.Manage practice area performance:

• Ensure practice area revenue growth in line or above market
• Support Markets and troubleshoot challenges as needed

f.Manage sales trends:

• Manage translation of business problems into IT solutions & work with sales leads; assist sales team qualifying prospects
• Participate with sales and account teams in executing select account penetration strategies

G.Owns alliance relationships:

• Own alliance relations and partnership with vendors
• Establish and develop new strategic alliances and partnerships to better business outcomes

2. Detailed other requirements (Mandatory

• Degree in Computer Science, Information Technology or related engineering subjects
• Experience in multiple analytics platforms and domains
• Demonstrable experience generating and closing $2m+ deals
• Knowledge and experience of Big Data, Traditional BI and Cloud Architectures
• Deep experience selling AIA services
• Excellent communication and presentation skills
• Fluent in English and local language (German)

3. Preferred Capabilities/Skills/Years of Experience

• Industry knowledge:Deep knowledge of IT services/IT outsourcing globally; ability to communicate across stakeholders
• Commercial knowledge:Ability to analyze sales opportunities and qualify leads and opportunities
• Executive Presence:Effective executive communication skills to clearly articulate vision and lead effective teams across the enterprise; productively challenge counterparts, bringing valuable insights
• Relationship management:Outstanding interpersonal abilities; skilled in managing relationships with executive leadership and business units, effectively aligning stakeholders to strategic plans and mediating conflict