Service Line Specialist - Artificial Intelligence & Analytics

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Job Title: Service Line Specialist – Artificial Intelligence & Analytics (d/f/m)

Location: Germany

Summary of Department Focus:

Artificial Intelligence & Analytics (AIA) business unit is one of Cognizant's highest growth businesses and a key cornerstone in our digital services offerings. Global Growth Markets (DACH) is a high-growth region and AIA is looking at expanding its presence further. One of AIA's strategic growth objectives is Germany region markets and AIA is looking for a highly accomplished, results-driven sales executive to generate, advance, and close sales opportunities in Data & AI. This individual will be working with industry community (Client Partners, SLM (Service Line Managers) AIA leadership and the DACH MCU (Market Commercial Unit) leadership to drive sales and business development .

1. Key Responsibilities

Responsible for Sales, Business Development & Customer Relationship activities for AI and Analytics.

a. Generate Net New Revenue & TCV for Artificial Intelligence and Analytics (AI&A) service line

• Identify market gaps & opportunities in existing accounts
• Develop proactive opportunity and growth roadmap aligned with the most attractive growth segments of the market
• Design and develop penetration plan for new logos
• Manage lifecycle (opportunity creation to closure including fulfillment)
• Oversee evangelization internally (Client partners, CRMs) on the data and analytics space

b. Own and run deals:

• Be accountable for directing the deal pursuit process end to end within the service line
• Ensure solution and delivery team is engaging clients in region to explore opportunities and better define desired business outcomes, through workshops/digital dialogues/demos/PoCs
• Ensure team is equipped and trained to lead deals with customers though deep subject matter expertise & experience in the specific markets (industry/geo)/practice area
• Engage priority clients directly to get better deal understanding and enhance deal win probability

c. Manage customer relationships:

• Walking the floors for key customers, regular cadence to understand customer needs, pain points
• Manage CXO / CDO level relationships, bringing outside-in view about market trend
• Contextualize solutions with respect to customer landscape and need from the customer requirement
• Develop a vision & comprehensive strategy for stakeholder management in key account

d. Develop practice strategy with local market focus:

• Demonstrate technical expertise in modern AI, advanced analytics, analytics, big data and associated technologies, data cloud platforms, data governance & quality
• Define the practice area and the outcomes the team aims to achieve for customers
• Develop insights on the key market and competitor trends with focus on tech evolution / new threats
• Develop a vision & comprehensive strategy for the practice as well as execution roadmap

e. Manage practice area performance:

• Ensure practice area revenue growth in line or above market
• Support Markets and troubleshoot challenges as needed

f. Manage sales trends:

• Manage translation of business problems into IT solutions & work with sales leads; assist sales team qualifying prospects
• Participate with sales and account teams in executing select account penetration strategies

G. Owns alliance relationships:

• Own alliance relations and partnership with vendors
• Establish and develop new strategic alliances and partnerships to better business outcomes

2. Detailed other requirements (Mandatory

• Degree in Computer Science, Information Technology or related engineering subjects
• Experience in multiple analytics platforms and domains
• Demonstrable experience generating and closing $2m+ deals
• Knowledge and experience of Big Data, Traditional BI and Cloud Architectures
• Deep experience selling AIA services
• Excellent communication and presentation skills
• Fluent in English and local language (German)

3. Preferred Capabilities/Skills/Years of Experience

• Industry knowledge: Deep knowledge of IT services/IT outsourcing globally; ability to communicate across stakeholders
• Commercial knowledge: Ability to analyze sales opportunities and qualify leads and opportunities
• Executive Presence: Effective executive communication skills to clearly articulate vision and lead effective teams across the enterprise; productively challenge counterparts, bringing valuable insights
• Relationship management: Outstanding interpersonal abilities; skilled in managing relationships with executive leadership and business units, effectively aligning stakeholders to strategic plans and mediating conflict