Aerospace & Defense - AI & Analytics - Service Line Sales at Cognizant summary:

The Aerospace & Defense - AI & Analytics - Service Line Sales Director at Cognizant is responsible for driving sales strategies and account growth within the AI and Analytics domain, specifically in the aerospace and defense sectors. This role involves building relationships with C-level executives, managing the entire sales lifecycle, and collaborating with account teams to integrate new business opportunities. With over 12 years of experience in consultative selling and expertise in regulated industries, the director will ensure compliance and drive revenue growth in a dynamic environment.

Aerospace & Defense - AI & Analytics - Service Line Sales Director

Location: NY/NJ or East Coast

Cognizant is one of the world's leading professional services companies, transforming clients' business, operating, and technology models for the digital era. Our unique industry-based, consultative approach helps clients envision, build, and run more innovative and efficient businesses. Headquartered in the U.S., Cognizant, a member of the NASDAQ-100, is consistently listed among the most admired companies in the world. Learn how Cognizant helps clients lead with digital at

We are looking for a dynamic, results oriented, commercial leaders in AI, Analytics & Engineering field keen to be part of an ambitious culture accelerating digital change for our large, sophisticated clients. Additionally, you will have specialized familiarity and experience in the Aerospace and Defense sector where we are looking to drive growth and excellence

Service Line Sales Specialists (SLS) are field sales executives passionate about crafting, pursuing, and closing opportunities in nominated industry markets. We work closely with and within client accounts to support vertical industry growth.

The Service line sales specialist will provide deep expertise in Artificial Intelligence & Analytics (AIA) Practice supporting Cognizant's client account teams in vertical markets and their account expansion plans into new markets and business areas. SLS' are usually assigned into existing markets and some SLS' will also engage in new logo markets.

The Service Line Specialist will be a "trusted advisor" to both the client and the Cognizant Client Partner blending strategic, tactical and 'street savvy' sales experience.

Responsibilities

* Forge relationships with VP/CXO decision makers across IT and business teams in the Manufacturing, Logistics, Energy and Utilities domain.

* Map client organization, build outstanding relationships with new business units, and build a sales strategy for developing new business opportunities

* Run end-to-end lead generation, sales and RFI/RFP processes

* 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 across the areas of Software Engineering, Experience technologies, design and quality engineering.

* 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, negotiation, and outsourcing discussions

* Help account leadership and delivery leadership by highlighting risks and issues related to the engagements

* Develop and execute Account Growth strategy and business plans relevant to data, engineering and analytics

* Coordinate with account teams to integrate with the account's larger growth plan

* Responsible for Sales, Business Development & Customer Relationship activities.

* Work in a matrix organization, enabling prospecting and other sales management goals

* Manage operations and maintain process and system hygiene to enable system oriented KPI's and measurement

Qualifications and Experience:

* Sales Experience: 12 - 15 years of experience in consultative selling of data engineering, analytics and AI services services/solutions.

* Knowledge of Aerospace and Defense domain and demonstrated experience in this domain for 2+ years

* Regulated industry experiences in A&D covering the Compliance and Security aspects including but not limited to

o ITAR Compliance

o NIST 800-171 & NIST 800-53

o CMMC 2.0 Level 2 Security Controls related aspects

o Microsoft's GCC - Government Community Cloud

o AWS GovCLoud

o FedRAMP experience

* Preferred and desired Industry working experiences with, covering all preferred but Commercial and Defense industry are mandatory from Service Provider perspective.

o Commercial Aerospace OEMs & Tier-1s

o Defense OEMs & Tier-1s

o USA DoD & other Defense Agencies

o Alaskan Native Corporations - 8A Companies

o Third party ITAR and CMMC assessment agencies

* Demonstrated ability to manage entire sales lifecycle from opportunity identification (focus on farming) to negotiation/contracting.

* Capable of working with clients to envision, structure and specify solution requirements. Demonstrated ability to close deals ranging in size from $250K to $5M+

* Strong knowledge on current industry trends and capabilities in data engineering, AI & analytics

* Strong verbal and written communication skills. Capable of structuring and editing presentations and proposals leveraging content that is both self-generated and provided by colleagues

* Self-drive, flexibility and ownership of objectives

* Logical and structured approach to presenting opinions/views and interpretation of information

* Demonstrated ability to influence decisions makers and develop followership among colleagues and subordinates

* Good understanding of next gen data engineering & analytics capabilities, technologies & platforms such as data mesh, data fabric architectures, Databricks, Snowflake etc

Location:

-New York, NJ area (or surrounding areas); -Hybrid work location (3 days in office)

US Citizen Only

US Citizens only

Keywords:

Aerospace, Defense, AI, Analytics, Sales Director, Business Development, Consultative Selling, Data Engineering, Digital Transformation, Client Relationships

Aerospace & Defense - AI & Analytics - Service Line Sales at Cognizant summary:

The Aerospace & Defense - AI & Analytics - Service Line Sales Director at Cognizant is responsible for driving sales strategies and account growth within the AI and Analytics domain, specifically in the aerospace and defense sectors. This role involves building relationships with C-level executives, managing the entire sales lifecycle, and collaborating with account teams to integrate new business opportunities. With over 12 years of experience in consultative selling and expertise in regulated industries, the director will ensure compliance and drive revenue growth in a dynamic environment.

Aerospace & Defense - AI & Analytics - Service Line Sales Director

Location: NY/NJ or East Coast

Cognizant is one of the world's leading professional services companies, transforming clients' business, operating, and technology models for the digital era. Our unique industry-based, consultative approach helps clients envision, build, and run more innovative and efficient businesses. Headquartered in the U.S., Cognizant, a member of the NASDAQ-100, is consistently listed among the most admired companies in the world. Learn how Cognizant helps clients lead with digital at

We are looking for a dynamic, results oriented, commercial leaders in AI, Analytics & Engineering field keen to be part of an ambitious culture accelerating digital change for our large, sophisticated clients. Additionally, you will have specialized familiarity and experience in the Aerospace and Defense sector where we are looking to drive growth and excellence

Service Line Sales Specialists (SLS) are field sales executives passionate about crafting, pursuing, and closing opportunities in nominated industry markets. We work closely with and within client accounts to support vertical industry growth.

The Service line sales specialist will provide deep expertise in Artificial Intelligence & Analytics (AIA) Practice supporting Cognizant's client account teams in vertical markets and their account expansion plans into new markets and business areas. SLS' are usually assigned into existing markets and some SLS' will also engage in new logo markets.

The Service Line Specialist will be a "trusted advisor" to both the client and the Cognizant Client Partner blending strategic, tactical and 'street savvy' sales experience.

Responsibilities

* Forge relationships with VP/CXO decision makers across IT and business teams in the Manufacturing, Logistics, Energy and Utilities domain.

* Map client organization, build outstanding relationships with new business units, and build a sales strategy for developing new business opportunities

* Run end-to-end lead generation, sales and RFI/RFP processes

* 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 across the areas of Software Engineering, Experience technologies, design and quality engineering.

* 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, negotiation, and outsourcing discussions

* Help account leadership and delivery leadership by highlighting risks and issues related to the engagements

* Develop and execute Account Growth strategy and business plans relevant to data, engineering and analytics

* Coordinate with account teams to integrate with the account's larger growth plan

* Responsible for Sales, Business Development & Customer Relationship activities.

* Work in a matrix organization, enabling prospecting and other sales management goals

* Manage operations and maintain process and system hygiene to enable system oriented KPI's and measurement

Qualifications and Experience:

* Sales Experience: 12 - 15 years of experience in consultative selling of data engineering, analytics and AI services services/solutions.

* Knowledge of Aerospace and Defense domain and demonstrated experience in this domain for 2+ years

* Regulated industry experiences in A&D covering the Compliance and Security aspects including but not limited to

o ITAR Compliance

o NIST 800-171 & NIST 800-53

o CMMC 2.0 Level 2 Security Controls related aspects

o Microsoft's GCC - Government Community Cloud

o AWS GovCLoud

o FedRAMP experience

* Preferred and desired Industry working experiences with, covering all preferred but Commercial and Defense industry are mandatory from Service Provider perspective.

o Commercial Aerospace OEMs & Tier-1s

o Defense OEMs & Tier-1s

o USA DoD & other Defense Agencies

o Alaskan Native Corporations - 8A Companies

o Third party ITAR and CMMC assessment agencies

* Demonstrated ability to manage entire sales lifecycle from opportunity identification (focus on farming) to negotiation/contracting.

* Capable of working with clients to envision, structure and specify solution requirements. Demonstrated ability to close deals ranging in size from $250K to $5M+

* Strong knowledge on current industry trends and capabilities in data engineering, AI & analytics

* Strong verbal and written communication skills. Capable of structuring and editing presentations and proposals leveraging content that is both self-generated and provided by colleagues

* Self-drive, flexibility and ownership of objectives

* Logical and structured approach to presenting opinions/views and interpretation of information

* Demonstrated ability to influence decisions makers and develop followership among colleagues and subordinates

* Good understanding of next gen data engineering & analytics capabilities, technologies & platforms such as data mesh, data fabric architectures, Databricks, Snowflake etc

Location:

-New York, NJ area (or surrounding areas); -Hybrid work location (3 days in office)

US Citizen Only

US Citizens only

Keywords:

Aerospace, Defense, AI, Analytics, Sales Director, Business Development, Consultative Selling, Data Engineering, Digital Transformation, Client Relationships