Purpose Of The Role
Cognizant's Intuitive Operations and Automation (IOA) practice provides modern Business Process Services combining industry focus, technology, data, automation, and
AITDS
. To accelerate our growth even further, IOA seeks a highly skilled Associate director in alliance management to increase our client impact and solutions. To build & drive growth areas, responsible for increased value for clients with existing & new partners
Scope Of The Role
- Commercial Momentum : Sell with, Buy from, TCV and Pipeline
- Geographical scope: India l; GGM All, Influences delivery centers and Market units
- Span scope: Indirect influence : IOA D+ Markets and Delivery teams 500 and matrix teams
Key Responsibilities
- Develop and implement go-to-market business plans with channel partners that drives all aspects of partner relationship including executive interlocks, pipeline building, business development, enablement, certification plans, partner marketing, and solution development.
- Identify new opportunities, develop/package offerings with partners and work with vertical and horizontal leads to bring them to market
- Collaborate with Marketing teams to create and execute impactful events, campaigns, and joint business development programs that increase deal flow and revenues
- Engage Cognizant's market leads and delivery, so we have competitive, differentiated offerings, and provide sales support to originate & close deals
- Key responsibility to handle AITDS (AI TRAINING DATA SERVICES) and other partnership roles including IOA Partner operations
- PARAMETERS OF SUCCESS
5a. Key Decisions Rights
5aa. Owns
- Partnership relationship
- Relationship management
- Development and launch of offerings with Partners
- Partner advocacy
5ab. Influences
- Sales Strategy
- Account planning
- Corporate growth priorities / investments
- Differentiated solution design
5b. Key Performance Indicators
- TCV Growth %
- Revenue Growth %
- Number of certified individuals around a partner product
- Sell to, Buy from and Sell with
- Partnership growth - Sell-with TCV
- Diversity
- STAKEHOLDERS INTERACTIONS
6a. Internal Stakeholders
- Executive Committee
- IOA ExCo, Market/BU Leadership,
- Solutions Leaders
- Other Practice pre-sales experts
6b. External Stakeholders
- Strategic partners
- Consulting Partners
- Emerging Partners
- Innovation Partners
- Experience (required to perform the role, not the incumbent’s experience)
- Minimum 3+ years in alliance management, business development areas
- At least 3 to 4 years of proven success preferably in alliance management, business development, or similar partner facing roles with demonstrable track record of success - preferably with working in Automation and Business Process Outsourcing , Masters (MBA or equivalent) preferred
- Strong understanding of the sales process and channel sales with ability to develop a vision match with partners and to cultivate champions within those organizations. Experience working in India markets. Ability to operate in a fast-paced entrepreneurial and highly matrixed organization and "roll up your sleeves" attitude to get things done inside and outside the company
Preferred Background
- Senior leadership presence, track record of working with matrixed organizations, executive leadership communication, partner management, relationship development
- KEY COMPETENCIES (includes knowledge / skills / abilities required for delivering the responsibilities effectively)
- Functional/Practice knowledge: Understanding of Project management methodology, oversee actionable and impactful roadmap that effectively engages the organization to achieve strategic milestones
- Business Development knowledge: Deep expertise in identifying business development opportunities working with partners, and internal cross functional teams to address customer needs, and to create proof of concepts if needed, as well as credentialize solutions
- Industry knowledge: Deep knowledge of IT services/BPO 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; 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
- Leadership experience: Excellent organizational and leadership skills to build strong partnerships
