Cognizant Technology Solutions Hiring for SBU Head, Cards at Teaneck, NJ  Full Time

Strategic Business Unit Leader, Cards

COGNIZANT OVERVIEW

ABOUT COGNIZANT

Cognizant (NASDAQ: CTSH) engineers modern 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 or .

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 economy. With annual revenues of $19.4 billion and a market value of $38 billion, we help global corporations adapt to market disruptions and build stronger, more agile, and innovative businesses.

At Cognizant, we give organizations the insights to anticipate what customers want and act instantly to deliver on those demands so our clients can achieve the goal of every modern business: staying one step ahead of a fast-changing world.

For more than 25 years, Cognizant has helped organizations across every industry envision, build and run more innovative and efficient businesses. And we’re just getting started.

COGNIZANT CULTURE

Our culture attracts those with a true passion for changing organizations for the better, desires to do so within a success-oriented, yet professional atmosphere filled with business professionals who all manifest a belief in partnership, innovation, and excellence. Our “Cultural Value Drivers” are well-known and clearly communicated within the organization: Open, Transparent, Driven, Empowered, Opportunity-Filled, Flexible & Collaborative.

Strategic Business Unit Leader, Cards: Key Responsibilities

Business

* Builds Strategic Business Unit (SBU) sales strategies, targets, and plans that focus both captured accounts and new logo commercial sales for a vertical industry domain or a geography

* Coordinates strategy and management of the vertical or geography business with all stakeholders to ensure alignment effectiveness and efficiencies (e.g., Human Resources, Marketing, Delivery)

* Develops the organizational structure, discipline, and processes essential for optimum collaboration, efficient selling, and repeatable wins

* Balances service line requests for promotion of their offerings with client needs, determines service line priorities, and sets the sales agenda for a vertical industry domain or georgraphy

* Owns and manages the P&L for all accounts within area of responsibility, including investment decisions and operating budgets, to ensure optimum ROI

Expertise

* Maintains regional industry and commercial networks to stay current with market and competitive trends, challenges, and opportunities

* Captures and actively communicates local market insights, competitive intelligence, account trends, and sales challenges to business unit and service line leadership

Relationships

* Engages in high-touch relationship building with key client executives key account executives and advocates for their business interests within Cognizant

* Nurtures relationships with Cognizant’s partners to ensure selection and fit to business unit pursuit planning, to generate advocacy for Cognizant in partner accounts, and to cultivate leads for Cognizant sales

* Establishes both high-level and tactical relationships with all internal Cognizant stakeholders as needed to ensure success (e.g., sales, marketing, on-shore engagement, off-shore delivery, business planners, finance, supply chain, acquired companies)

* Collaborates effectively with all pursuit stakeholders to achieve profitable growth and client satisfaction goals (Delivery, Bid Management, Ops Management, executive leadership)

* Partners with delivery to ensure client satisfaction and to advance renewal, expansion, and new business goals

Sales

* Where warranted, develops and implements margin recovery strategies in support of overarching revenue targets

* Resolves operational and organizational challenges (e.g., technical sales readiness, complex contract development, cross service line issue resolution, sales programs) in collaboration with colleagues across Cognizant

* Leverages client relationships to assess Cognizant’s performance in key accounts, penetrate client silos, and identify near-horizon investments suggestive of pursuit opportunities

* Participates in key account joint planning and executive selling opportunities, and functions as a compelling spokesperson to key clients, partners, and industry influencers

* Coordinates sales in area of responsibility, including Client Partner (CP) selling and the sales activities that involve delivery upselling and specialist pursuit

* Acts as a key escalation point for responding to account-related requests, advancing escalations, and resolving conflicts within their area of responsibility

* Works with Cognizant Marketing to plan or support demand-generation campaigns

* Leverages Cognizant resources to enrich sales pursuit planning (e.g., partnerships, newly acquired companies, advisory groups, business case collateral)

* Provides business, operational, and account introductions as required

Leadership

* Drives the capturing and sharing of sales success stories and narratives that bridge industry challenges with Cognizant value propositions

* Drives sales training initiatives that promote training on service line offers to ensure accurate opportunity recognition, qualification, and solution positioning by sales (i.e., CPs, CRMs, AEs, SDs)

* Drives use of approved methods for managing and communicating sales data within Cognizant

* Drives use of Cognizant sales tools, processes, and methods to ensure consistent, effective selling

* Controls administrative tasks to maintain selling as the main priority of sales

* Drives the discipline and processes essential for optimum collaboration, efficient selling, account and delivery management, and repeatable wins

* Actively builds a sales culture focused on value-oriented, solution selling, business partnering, and digital transformation

* Recruits, hires, develops, and manages sales talent

* Orients new hires to Cognizant’s business and sales organization (matrix organization, sales methods and tools, operational resources)

* Coaches sales personnel on sales planning and execution well aligned to – and in support of – Cognizant’s strategic objectives

* Provides the experience-based personal insights needed to motivate and encourage perseverance in the face of challenges

* Mentors sales team members along their career paths for the benefit of Cognizant and the individuals

Basic Requirements and Experience

* Current/recent senior Leadership expertise with specific background in BFS Industry and Financial Services in North America, ideally leading a significant portfolio of clients in the credit cards sector, or alternatively payments or fintechs, with global experience an added plus

* Overall experience 20+ years. Minimum experience of Sales Management 15 years, preferably 15+ years at senior levels

* Current/Recent experience growing business with a portfolio size of a minimum $300 Million, preferably more.

* Specific background and credentials as an industry thought leader with ability to drive Innovation and disruptive thinking within the industry

* Candidate must have the ability to build and lead a team and operate effectively in a matrix structure.

* Specific track record in building and leading successful teams is essential.

* Demonstrated ability of successful completion strategy to execution cycle.

* Candidate must have experience in complex deal creation utilizing consultative sales attributes, leadership abilities, and executive gravitas.

* Demonstrable track record of leading Large Transformative deals is a key.

* BS/BA required; master’s degree is preferred.

Required Leadership Attributes:

* Outstanding communication and interpersonal abilities – preferably expert with C-level stakeholder relationships

* Strong strategic and business mindset

* Articulates the company’s mission, vision and objectives in a clear and concise way that can speak to clients and employees at all levels.

* Superior analytical and problem-solving capabilities

LOCATION

Teaneck, New Jersey

TRAVEL

Approximately 75%