What are the responsibilities and job description for the Account Executive position at Cognizant?
Company Overview:
Advanced Technology Group (ATG), a Cognizant Company, is a global leader in Quote to Cash advisory, implementation, and managed services to both mid-market and large enterprise brands seeking increased agility in the “everything as-a-service” economy.?Implementing CRM, Quoting, and Billing systems are the core of what we do and we are the #1 implementation partner for three leading providers of cloud or?platform-based?CPQ and Billing Solutions. ?We provide?unique and differentiated value to our clients, our ISV partners, and our GSI partners, using years of domain expertise, a set of proprietary tools and intellectual property, and a?refined set of delivery accelerators.?
Position Overview:
The ATG Account Executive is a primary driver for growing our market penetration by developing, selling and closing quote-to-cash business process lifecycle (Monetization Ecosystem©) solutions involving technology, system and process optimization, program/project management and enterprise-scale cloud-based and on-premises solution opportunities. This role is accountable for executing the entire selling process lifecycle with responsibilities for leading sales and solution definition activities associated with the acquisition of new clients centered on the assigned market. This individual will be required to perform prospecting and leading associated business development activities to create revenue opportunities for ATG – this includes the creation of leads via prospecting/networking activities, qualification of potential opportunities for customer fit and budget, creation of solicited and unsolicited proposals and RFP responses with limited assistance, working with appropriate delivery staff to create complex solution proposals, and closing potential business opportunities. This role requires gaining client commitment for contracts and managing the client relationship through the initial project. Additionally, responsible for attaining the revenue and margin goals established by the Executive Management Team through selling to targeted companies from $200M to $2B in revenue. This role is a combination of developing relationships at the partner level as well as direct new business acquisition from new customers. To be considered for this role, the candidate must demonstrate excellent communication skills, hunter mentality, be results driven and have the demonstrated ability to achieve clear goals and objectives.
Key Responsibilities:
The primary duties and responsibilities for this role are to identify, pursue and close on new leads and opportunities within the candidates assigned target market. Specific responsibilities include but are not limited to building and leveraging relationships with key partners, working with prospects from qualification and needs assessment, solution development and pricing, presentation of solution and negotiation of final deals.
Key Experience:
A history of sales results above quota, and in the top 10% of peers - RECOGNIZED AS A HUNTER AND A CLOSER!
5 years’ proven experience in personally developing client accounts and relationships and selling complex solutions in the IT Services, Systems Integration or Technology Strategy Consulting sectors
A minimum of 3 years’ success with Enterprise Level solution-based sales with average deal size above $150k and minimum 5 years of experience prospecting and selling to companies with revenues of $200M to $2B
Experience in selling within the Quote to Cash Lifecycle space preferable.
Working knowledge of the Quote to Cash, CPQ, CRM, Billing and Revenue Recognition preferable.
Solutions orientation and acumen - Sales 2.0 experience (solve problems vs. selling, analytical sales approach, productive integration with lead generation)
Capable of surfacing and clarifying prospect pain points, gaining insight into their organization and decision-making process through traditional and social media tools, and identifying the ATG custom solution which will solve their problems. Understands the formal and informal buying process in the customer's environment - decision makers, and influencers, and develop strategies for each to mitigate risk and move the sale to close as quickly as possible
Ability to work in a small and agile company that has a team-oriented “getting things done” attitude with contagious passion and energy
Solid business and technical skills to interface with customer and other team members effectively
Strong consultative selling skills, problem solving skills with proven abilities to identify client requirements and creatively demonstrate how ATG can address and solve client challenges and to define and write a compelling proposal for that solution
Consultative sales experience selling enterprise IT, web- and/or cloud-based custom solutions/services to C-level executives within middle-tier sized organizations are a must
Preferred Knowledge and Skills:
A leader, a committed team player, organized, and persistent with a strong work ethic, and have excellent communication skills
Demonstrable C-level relationships in multiple industry verticals within the US Eastern Region markets, including but not limited to, Communications, Financial Services, Media, or Healthcare
Tenacious in developing new business, comfortable in identifying new opportunities, cold calling and developing the pipeline with targeted sales and marketing activities
Demonstrated experience working the entire business development process including targeted prospecting, opportunity identification, solutions definition, project estimation, and client acceptance
History in selling experience of business user applications preferred over back-office IT department applications
Sales experience of SaaS applications
Proven experience utilizing strategic staff augmentation required to infiltrate new clients leveraging into project and/or solutions-based opportunities.
Experience building a solution involving multiple users and departments is preferred over sales to a single user/department
Success in selling in the assigned market desired, as well as utilizing relationships across the US.
Education:
BA/BS degree or equivalent experience preferred
Understanding of the Quote to Cash process (CPQ, Order Management, Billing, and CRM) a plus
Location and Travel:
Willingness and ability to travel?up to 50%
Desired locations are ATG Delivery Centers, located in Missoula, MT, Cincinnati, OH, Kansas City, MO or St. Louis, MO, however for senior experienced professionals working virtual may be an option.
ATG believes in advancing inclusion, acceptance, and understanding amongst our team by employing individuals who bring unique perspectives and diversity of experiences to the company. We encourage all interested individuals, including people of all races and national origin, people of all ages, people of all religions, people with or without disabilities, and/or people with any gender identity and sexual orientation, to apply.
?
‘Cognizant will not sponsor H-1B or other U.S. work authorization, or lawful permanent residence (otherwise known as a “Green Card”) for this role’
Employee Status : Full Time Employee
Shift : Day Job
Job Posting : Apr 05 2022
Applicants may be required to attend interviews in person or by video conference. In addition, candidates may be required to present their current state or government issued ID during each interview.
Cognizant is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.
If you have a disability that requires a reasonable accommodation to search for a job opening or submit an application, please email CareersNA2@cognizant.com with your request and contact information.
