Key Responsibilities:
* Achieve or exceed monthly, quarterly, and annual sales targets.
* Drive new business development within the designated industry/market portfolio, with a focus on strategic, high-value accounts.
* Build joint go-to-market motions with Workday and Cognizant counterparts, leveraging collective strengths and networks.
* Maintain a qualified pipeline of at least 3× quota with strong stage hygiene and conversion discipline.
* Execute complex, multi-stakeholder sales cycles with precision.
* Develop and sustain deep, contemporary industry expertise relevant to assigned segments.
* Develop and execute key‐account sales strategies in collaboration with Workday and Cognizant stakeholders.
* Proactively cultivate senior executive (C‐suite) relationships across target accounts to accelerate acquisition and growth.
* Establish executive relationships ahead of formal procurement to shape demand and influence scope.
* Build credibility as an expert in Workday, digital transformation, and the customer's industry.
* Generate pipeline directly and through Workday and broader Cognizant ecosystems.
* Nurture relationships with portfolio‐aligned Workday and Cognizant personnel to advance opportunities.
* Create and maintain account plans, opportunity/close plans, stakeholder maps, prospecting activities, and competitive insights in Salesforce.
* Orchestrate the end‐to‐end sales process, coordinating prospects and internal teams.
* Accountable for the delivery of high‐quality RFP/RFI responses and solution demonstrations that align prospect outcomes with Cognizant differentiation.
* Negotiate contracts – Statement of Work and Master Services Agreement.
* Manage multiple concurrent deal cycles; maintain accurate client, pipeline, close‐plan, and forecast data in Salesforce.
* Partner with presales and delivery to develop estimates that align with client needs and required profit margins.
* Perform additional duties as assigned.
Education & Experience:
* 5+ years' experience with a strong track record selling software implementation services and/or enterprise software to large organisations.
* Proven success winning large deals and new logos.
* Industry expertise consistent with the target portfolio.
* Demonstrated business development rigor, key‐account strategies, partner‐led motions, and two‐way lead generation.
* Consistent execution in complex, multi‐threaded accounts.
* Experience building and sustaining C‐suite relationships across multiple accounts.
* Strategic, solution‐selling mindset; ability to connect client outcomes to Cognizant's value proposition.
* End‐to‐end ownership of RFP/RFI processes, solution demonstrations and deliverables.
* Strong knowledge of Workday and related domains; awareness of current digital innovations relevant to the portfolio.
* In‐depth experience with complex commercial negotiations, including Statements of Work (SOWs) and Master Service Agreements (MSAs).
* Familiarity with consultative selling methodologies and the ERP cloud landscape.
* Established relationships with local Workday teams a plus.
* Ability to navigate a large, matrixed organisation and influence through a data‐driven, "win‐as‐one" approach.
* Experience working with multicultural, geographically distributed teams; able to rally diverse contributors to shared goals.
* Bachelor's degree or equivalent experience.
* Ability to travel domestically within Australia as required.
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Why choose Cognizant:
* Entrepreneurial environment that welcomes your ideas.
* Opportunity to do great work.
* Outreach programs that support communities and tap into your volunteer spirit.
* Learning opportunities to help current needs and advancement.
* Global operations, with opportunities in North America, Europe and Asia Pacific.
* An abundance of Affinity groups to meet your needs.
Cognizant Core Values:
* Work as One: We think beyond roles, relying on each other's strengths to win as a team.
* Raise the Bar: We always aim for excellence in how we work and what we deliver.
* Dare to Innovate: We push boundaries and take chances to reimagine what's possible.
* Do the Right Thing: We all lead with integrity and always make the ethical choice.
* Own It: We own the outcomes for our company, colleagues, and community.
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