Service Line Sales Leader, Cloud, Infrastructure Security - Aerospace Defense

Location: United States

Cognizant is one of the world’s leading professional services companies, helping clients become data-enabled and data-driven in the digital era. Our industry-based, consultative approach helps companies evolve into modern businesses. By leading clients in demonstrating technologies crucial to modern enterprises such as IoT, artificial intelligence, digital engineering & cloud, we enable new business and operating models that unlock new value in markets around the world. Cognizant’s unwavering focus on our clients is led by over 350,000 associates, who deliver services and solutions tailored to specific industries and the unique needs of the organizations we serve.

We are looking for a Service Line Sales Executive to join an established account team within one or more of Cognizant's industry-leading Aerospace & Defense (A&D) customers to drive additional revenue growth specific to CIS solutions. We require their domain expertise in hyperscale and hybrid cloud & Infrastructure solutions. Service Line Sales Executives, partner with the customer to identify areas of opportunity to improve business outcomes through digital transformation that when implemented, lead to improved process and end-user experiences for everyone.

• Forge relationships with VP/CXO decision makers across IT and business teams
• Map client organization, build outstanding relationships with new business units, and build sales strategies for developing new business opportunities for cloud infrastructure and security services
• Run end-to-end lead generation, sales, and RFI/RFP processes for specific solution
• Drive collective focus with multiple teams on larger multi service line deals
• Drive revenue by prioritization, structuring, and leading digital engagements
• Work closely with the practices and delivery organization to co-define and drive transformation strategy and service offerings
• Own and deliver on revenue and Total Commercial Value targets
• Envision and build new opportunities within existing and new businesses
• Lead financial and contract terms, conciliations, and outsourcing discussions
• Counsel account leadership and delivery leadership by highlighting risks and issues related to the engagements
• Develop and implement Account Growth strategy and business plans that coordinate with account teams to integrate with the account’s larger growth plan
• Work in a matrix organization to achieve prospecting and other sales management goals
• Run operations and maintain process and system hygiene to enable system oriented key performance metrics and measurement

• Sales Experience: Minimum 10+ years in consultative selling of hyperscale cloud solutions
• An additional 5+ years of experience in crafting and delivering cloud infrastructure and security services
• The ideal candidate has technology experience across either of the key areas of Cloud (e.g. AWS, Azure, GCP, Hybrid) and Infrastructure (e.g. Digital workspace, Data Centre, Managed Services). Any certifications would be a plus
• Successful track record of achieving sales targets, growing revenue backlog, and growing market share in the Cloud, Infrastructure, Applications or Security services industry
• Ability to lead entire sales lifecycle from opportunity identification (focus on farming) to conciliation/contracting
• Regulated industry experiences in A&D covering the Compliance and Security aspects including but not limited to
• ITAR Compliance
• NIST 800-171 & NIST 800-53
• CMMC 2.0 Level 2 Security Controls related aspects
• Microsoft’s GCC – Government Community Cloud
• AWS GovCLoud
• FedRAMP experience
• Industry working experiences with, covering all preferred but Commercial and Defense industry are required from Service Provider perspective.
• Commercial Aerospace OEMs & Tier-1s
• Defense OEMs & Tier-1s
• USA DoD & other Defense Agencies
• Third party ITAR and CMMC assessment agencies
• Capable of working with clients to envision, structure and specify solution requirements
• Demonstrable ability to close large deals
• Proven understanding on current industry trends
• Strong verbal and written communication skills
• Capable of structuring and editing presentations and proposals using content that is both self-generated and provided by colleagues
• Self-drive, flexibility and ownership of objectives
• Logical and structured approach to communicating opinions/views and interpretation of information
• Ability to influence decisions makers and develop followership among colleagues and stakeholders
• Bachelor’s degree

• MS or MBA degree preferred
• Proven background in a project environment and business development
• Shown ability to chip in to new business development efforts and to lead and run multiple tasks in a multidimensional environment
• Must be detail oriented and able to lead and maintain all facets of sophisticated assignments
• Validated problem-solving abilities with the skills to identify strategic solutions to business problems with enterprise-wide implications
• Demonstrate the flexibility to work among diverse corporate environments, industries, and technical and non-technical audiences

Excellent compensation/benefits. A strong financial incentive package that includes a solid base salary with a highly attractive commission's plan. Further incentives include award programs, club trips, and excellent compensation package. Wide exposure to industry, product, and functional standard methodologies; as well as outstanding teams supporting your sales pursuits. Encouraging management team that rewards initiative & success. Exciting, industry leading practice where you can truly build a long-term career. Congenial, collaborative, and goal-oriented environment; the opportunity to work with and learn from a diverse, highly experienced team of business professionals. Tremendous opportunities for growth with a real career path promoting career advancement.

Cognizant offers the following benefits for this position, subject to applicable eligibility requirements

• Medical/Dental/Vision/Life Insurance
• Paid holidays plus Paid Time Off
• 401(k) plan and contributions
• Long-term/Short-term Disability
• Paid Parental Leave
• Employee Stock Purchase Plan

Disclaimer: The salary, other compensation, and benefits information is accurate as of the date of this posting. Cognizant reserves the right to modify this information at any time, based on applicable law.

A person who possesses a true passion for changing organizations for the better, and desires to do so within a goal, 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, Motivated, Empowered, Opportunity-Filled, Flexible & Collaborative.

Must be legally authorized to work in the United States without the need for employer sponsorship, now or any time in the future.