Solutions Sales Specialist- Healthcare Application

Cognizant Technology Solutions is currently seeking a highly skilled, Service line Sales Specialist- Healthcare Application who has deep expertise in one or more of the SPE (Software and Platform Engineering) Practice or Business areas to support Cognizant’s client account teams in vertical markets and their account expansion plans into new markets and business areas. SLS’ are usually assigned into existing markets and some SLS’ will also engage in new logo markets.

The Service Line Specialist will be a “trusted advisor” to both the client and the Cognizant Client Partner blending strategic, tactical and ‘street savvy’ sales experience.

Key Responsibilities:

• Manage sales lifecycle from opportunity shaping/framing to negotiation/contracting scope of work for software development and integration programs
• Plan and lead the development of winning sales strategies on complex engagements that address issues such as stakeholder management, competitive differentiation, and pricing to win.
• Work with clients to envision, structure, specify, and validate solution requirements
• Develop high level solution architectures to confirm client expectations and enhance understanding of estimating teams
• Assume ownership for aggregation and integration of relevant and compelling content (presentations and proposals) for pursuits from relevant service lines
• Define & create required content to support pipeline generation presentations and proposals by collaboratively working with internal groups, SME’s and account relationship teams
• Provide actionable guidance to estimation teams to ensure that deals are priced to win without compromising margin or solution differentiation
• Expected to attempt to define and frame the elements required to solve a challenge first and then involve additional solutions teams and SMEs as required to drive to the level of detail required for a proposal
• Maintain a combination of specialist, working, and basic knowledge of digital technologies, emerging trends, and their applicability to industries & domains
• SLSs (Service Line Specialists) should be “T-shaped” technologists that are expected to develop specialization in one or two offerings/capabilities based on his/her strengths
• In their area(s) of specialization SLSs should be able to lead the first 3-4 client conversations on their own before involving SMEs (subject matter experts)
• Present a compelling business case to pursuit teams required to maintain commitment and focus when driving new opportunities.
• The implication is that SLSs must define their learning priorities based on their portfolios and opportunities
• SLSs should do their own analysis and due diligence before reaching out to solutions teams and SMEs
• Own revenue and TCV (Total Contract Value) targets for the assigned account(s) and ensure accuracy of TCV and revenue forecasts, Includes forecasting TCV close dates
• Achieve Sales targets while ensuring bookings mix supports in-year revenue goals.
• Collaborate with Client Partners to ensure completeness and quality of pipeline data
• Update monthly, quarterly, and annual sales forecasts for accounts assigned
• Drive generation and conversion of pipeline by collaboratively working with account relationship teams to establish connections with Client stakeholders that can lead to identification of qualified opportunities

Required Skills/Experience:

• Overall 15 years of experience in consultative selling of software services and platform engineering solutions.
• Defining story boards for presentations and proposals that resonate with a broad range of technical and non-technical client stakeholders
• Orchestrating participation of specialists/subject matter experts across a matrix organization to generate required content
• Editing and contributing content as required to ensure the presentations and proposals are cohesive and compelling
• Experience influencing senior IT and business decision makers and software development and systems integration
• Working knowledge of a broad range of technical specializations with substantive depth in at least two. Relevant topics include
• Agile development methodologies, Application Modernization approaches, Site Reliability Engineering
• Includes high level understanding of emerging patterns in the SW application modernization space
• API (Application Programming Interfaces) / Micro services Driven Architecture Design Patterns
• DevOps methods and tools

Preferred Skills:

• Working knowledge of Payer/Provider industry trend, priorities, and platforms
• Training and certifications in enabling technologies

Home office setup (network, phone, etc.) Our strength is built on our ability to work together. Our diverse backgrounds offer different perspectives and new ways of thinking. It encourages lively discussions, inspires thought leadership, and helps us build better solutions for our clients. We want someone who thrives in this setting and is inspired to craft meaningful solutions through true collaboration.

If you are comfortable with ambiguity, excited by change, and excel through autonomy, we’d love to hear from you.

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