Business Development Partner – Regulated Industries at Cognizant's Microsoft Business Group
Join a team of passionate thought leaders in a dynamic and collaborative environment! The Cognizant Microsoft Business Group (MBG) Business Development team is growing fast, and we are looking for our next Business Development Partner to join us.
ROLE DESCRIPTION
What impact will you have in this role?
You will be driving sales in new and existing clientele in the Regulated Industries Business Unit. “Regulated” Industries are defined as Banking, Financial Services, Insurance, Healthcare and Life Sciences across the US, preferably based in California. This is a high growth opportunity with excellent earnings potential by meeting and exceeding sales targets within the specific territory. This role impacts the organization in taking us to the next level, as we are in “high growth” mode.
What will you be doing day-to-day?
- Develop new business for the MBG by managing existing demand and creating new demand via various lead generation channels, including:
- Cognizant account teams in existing and targeted accounts
- Microsoft account teams in existing and targeted accounts
- Leveraging your skills to break into “greenfield” accounts (new logos)
- By functioning as an MBG industry “ambassador”, you will be setting the overall tone in delivering amazing experiences with everyone you interact with
- By taking the lead on pursuits and acting as the “conductor of the orchestra”, you will be coordinating the selling of the entire MBG services portfolio in partnership and collaboration with a wide stakeholder community, including:
- Your MBG colleagues, including the teams consisting of technical sales support, project management office, marketing, and executives
- Cognizant Technologies colleagues within various account teams, service lines and market units
- Microsoft Corporation account team members
- Clients and prospects
- Various partners, vendors and the greater community
What type of experience do you need to be successful in this role?
- 10 years selling the following to Enterprise and Mid-Market Clients:
- Technology consulting and implementation services that are solution-driven, project-oriented engagements (not staff augmentation)
- IT managed services programs
- Previous Microsoft solutions selling experience
- Knowledge of Microsoft’s Ecosystem, including:
- Enterprise on-premises, hybrid and cloud software and services portfolio, with emphasis across the three clouds (Azure, Dynamics365 and Microsoft365)
- Microsoft’s Industry clouds for Financial Services and Healthcare
- Execution in a team-selling environment
- Experience in “navigating” within a Global System Integrator
- 7 years of Industry-selling experience
- Hunting AND Farming Experience
- Creation and management of relationships with technology AND business decision makers, including the C-suite
- Familiarity with leveraging channels
- Knowledge of all facets of opportunity and account development & management
- Deep understanding and management of complex solution sales cycles
- Knowledge of/experience with structured sales methodologies, e.g., Challenger Selling
- Deep experience in creatively overcoming sales obstacles
What type of experience is nice to have?
- Existing relationships with Microsoft local field teams and understanding of the Microsoft ecosystem
- Digital Transformation industry specific experience is a plus
What personality traits, skills and other capabilities are important for this role?
- Comfort in leading from “the front”
- Ability to rapidly build rapport through strong collaboration and interpersonal skills
- Balance of strategic thinking with tactical execution
- Self-starter, self-managed
- Resourceful, “can do” attitude
- “Roll up your sleeves, hands-on” approach
- Excellent oral/written communications and organization skills
What education and certification credentials are needed for this role?
Does the role require travel?
- We encourage our team members to meet with our clients in person for at least 20% of the time they are working together. Sometimes this requires travel outside of normal working hours.