Associate Vice President & Client Partner for the Communications, Media & Technology Industry for The Americas Market

Associate Vice President & Client Partner for the Communications, Media & Technology Industry for The Americas Market

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 era. Our unique industry-based, consultative approach helps clients envision, build, and run more innovative and efficient businesses. We help our clients modernize technology, reimagine processes and transform experiences so they can stay ahead in our fast-changing world. Together, we're improving everyday life. See how at www.cognizant.com or @cognizant.

COGNIZANT COMMUNICATIONS, MEDIA & TECHNOLOGY BUSINESS

At Cognizant, the Communications, Media & Technology (CMT) business is a $2+Billion industry vertical within the America's Commercial Business. Our clients span a broad spectrum from the world's largest and most admirable companies who are at the leading edge of innovation. As we work, learn, and play remotely, reliable connectivity makes digital life not just possible but better. Our teams help technology companies thrive with software, engineering and business-to-vertical capabilities that speed product time to market. By optimizing content value chains to minimize churn, our end-to-end approach opens the door to success. We partner with our media clients on everything from content and distribution to presentation and growth.

We are seeking Associate Vice President & Client Partner to join the CMT leadership team to strategically grow the Semiconductor business in the Americas market. The role reports to VP & Strategic Business Unit Head of CMT for the Americas market.

ROLE RESPONSIBILITIES: Associate Vice President & Client Partner for the CMT Industry for The Americas Market

The role will be responsible for the following:

Define & Execute the Growth Strategy:

* Collaborates and partners with business unit leadership to understand the company and CMT unit strategy and devise effective short, medium, long-term plans for growth based on highly proactive large deal origination and closures.

* Creates actionable goals that make it possible to turn that mission into tangible results leveraging levers including but not limited to the rapid growth of marquee logos and the under-penetrated, under-leveraged sub-segments of the business.

Deliver TCV, Revenue and Margin Growth:

* Own the achievement of the total contract value (TCV), revenue and margins targets identified for the business.

* Find growth pathways and plans to diversify the Cognizant footprint within our client base.

* Drive profitable growth of the account relationship through identifying and overseeing the closure of new, renewal, and expansion opportunities.

* Stewardship of the shift to selling industry platforms and solutions that bring together technology practice capabilities and ecosystems partners.

* Collaborates and partners with business unit leadership to devise effective short and long-term plans for highly proactive large deal based growth.

Drive Complex Deal Making:

* Direct planning and execution of winning sales strategies on highly proactive, large engagements that address stakeholder management, and competitive differentiation.

Originate and Close Large Deals:

* Direct planning and execution of highly proactive, mega and large deals leading to a robust and qualified pipeline.

* Identify thematic "net new" large deal opportunities across all key buying centers including but not limited to IT - Digital Transformation, AI and Data, Infrastructure, Cybersecurity etc; Engineering - Embedded Systems, Silicon Engineering, Product Lifecycle Management, Manufacturing Support, Edge Computing etc and Operations - Front-office and Back-office Business etc.

* Conduct lead generation and opportunity ideation workshops that build outside-in view of key priorities for the accounts, supported by in-depth analysis of market dynamics, business aspects, financial metrics, technology disruptions, and organizational and operational considerations to identify and prioritize the opportunities.

* Plan outreach and client engagement. Identify key client stakeholders - decision makers and influencers. Pressure test / co-create a high-level view of the solution along with the high-level ROI/Business Case.

Cultivate C-suite Relationships:

* Acts as a trusted adviser to clients, builds and leverages C-level networks, and maintains excellent client satisfaction on behalf of Cognizant.

* Meets regularly with client decision makers and influencers to influence client business agendas and investments.

* Actively participates as a member on steering committees and executive governance boards to advance Cognizant differentiation messages and ensure optimum client relationships.

* Establishes and manages trusted relationships with Cognizant partners and new acquired companies' stakeholders and decision makers.

* Builds and maintains effective communication between Cognizant engagement teams and client organizations.

* Builds and leverages productive relationships with industry advisors and analysts.

Amplify Team Performance:

* Builds, directs, and inspires a diverse and multi-disciplinary team of Client Partners, Client Relationship Managers, and Account Executives.

* Partners with the Commercial team, Service Line Sales and Delivery, Corporate Large Deal Pursuit and Solutions teams, Finance, M&A, and other business support teams.

Qualifications and Experience:

* Must have current/recent senior leadership expertise with Hi-Tech, Semiconductor business in North America. Experience of working with Global Fortune 100 clients.

* Must have an overall experience 25+ years, and minimum experience of Sales and P&L management of 10 years as a senior client partner, industry sales head or sales leadership roles in the Technology business. with specific focus on large deal origination and closures.

* Must have experience in originating, winning and executing multiple $50M to $100+M strategic business transformation and/or IT outsourcing deals in the USA.

* Must have demonstrated and recent track record of opening new and scaling logos.

* Must have experience in winning and executing transformational deals with the eco-system partners including but not limited to hyper-scalers, platform and SaaS firms, industry analysts, sourcing advisors and PE firms.

* Must have proven track record to nurture strategic advisory and industry analyst relationships to collaborate on industry trends and advancements, and cross-pollinate ideas across verticals to develop mega and large deal proposals.

* Must have specific background as an industry thought leader with ability to deliver innovation and disruptive thinking within the industry.

* Specific track record in building and collaborating with global and diverse teams is essential.

LEADERSHIP ATTRIBUTES:

* Exceptional communication and interpersonal skills to support C-level stakeholder discussions and relationships

* Strong strategic and business consulting mindset

* Articulates the company's mission, vision, and objectives concisely that can speak to clients and employees at all levels

* Superior analytical and problem identification capabilities

EDUCATION:

* BS/BA required

LOCATION:

* Bay Area, CA, USA

* This job requires travel within North America - up to 50% of the time.