高级客户经理
Senior Client Partner
高级客户合作伙伴对所负责的战略企业客户的收入增长和留存负有责任。该职位通过与Workday和Cognizant相关方紧密合作，制定并执行多年的企业客户战略，以扩大客户影响力、提高钱包份额并实现可衡量的客户成果，从而达成个人销售目标。
该职位需作为值得信赖的高管顾问——在人力资源和财务领域建立广泛而深入的关系，提供关于Workday、数字化转型和人工智能的高层建议，作为咨询性、价值导向的参与模式的一部分。
关键职责：
·达成或超越月度、季度和年度销售目标。
·推动战略企业客户的新业务和留存；识别并转化人力资源、财务和IT产品组合中的交叉销售和升级销售机会。
·制定并执行企业客户蓝图和多年增长计划，以加深参与度并扩大钱包份额。
·保持至少3倍配额的合格销售线索，并严格执行阶段管理。
·领导大型、复杂、多利益相关方的企业销售周期（通常超过1000万美元TCV）以及临时客户项目。
·发展并保持与所负责市场细分相关的深度行业专业知识。
·主动建立并维持战略企业客户中人力资源、财务和IT领域的高管关系（包括CHRO、CFO、CIO及其直接下属），使Cognizant成为企业转型的首选合作伙伴。
·建立品牌和可信度，作为Workday、数字化转型、人工智能和行业趋势的权威思想领袖和高层顾问。
·作为客户高管的值得信赖的战略顾问，塑造其Workday、数字化和AI路线图，并将业务成果与Cognizant更广泛的能力建设和服务产品联系起来。
·维护并利用与Cognizant行业、人工智能、咨询和解决方案架构师领导、资源管理、Workday及我们的联盟合作伙伴的关键合作关系，为客户带来企业级转型方案。
·在SalesForce中记录关键客户计划、成交计划、关键联系人、潜在客户开发活动及公司背景/战略重点。
·管理多个同时进行的交易周期，在SalesForce中保持准确且及时的客户、销售线索、成交计划和预测数据。
·负责RFP/RFI交付物和解决方案演示。
查看英文原文
The Senior Client Partner is accountable for revenue growth and retention across a portfolio of strategic enterprise accounts. The role achieves individual sales targets by developing and executing multi-year, enterprise account strategies in close collaboration with Workday and Cognizant stakeholders to expand footprint, increase share of wallet, and deliver measurable client outcomes.
This role is expected to operate as a trusted C-suite adviser — building relationships deep and wide across HR and Finance, providing high-level advisory on Workday, digital transformation and AI as part of a consultative, value-led engagement model.
Key Responsibilities:
·Achieve or exceed monthly, quarterly, and annual sales targets.
·Drive new business and retention within strategic enterprise accounts; identify and convert cross-sell and up-sell opportunities across HR, Finance and IT portfolios.
·Build and execute enterprise account blueprints and multi-year growth plans to deepen engagement and expand share of wallet.
·Maintain a qualified pipeline at a minimum of 3× quota with rigorous stage discipline.
·Lead the precise execution of large, complex, multi-stakeholder enterprise sales cycles (typically >$10M TCV) and ad hoc client initiatives.
·Develop and maintain deep industry expertise relevant to the assigned market segment.
·Proactively establish and sustain C-suite relationships deep and wide across HR, Finance and IT (CHRO, CFO, CIO and their direct reports) within strategic enterprise accounts, positioning Cognizant as the partner of choice for enterprise transformation
·Build brand and credibility as a thought leader and high-level adviser on Workday, digital transformation, AI and industry trends
·Act as a trusted strategic adviser to client executives, shaping their Workday, digital and AI roadmap and connecting business outcomes to Cognizant's broader capabilities and service offerings
·Maintain and leverage key partnerships with Cognizant Industry, AI, Consulting and Solution Architect leaders, Resource Management, Workday and our alliance partners to bring enterprise-grade transformation propositions to clients
·Key account plans, opportunity/close plans, key contacts, prospecting activities and company background/strategic imperatives recorded in SalesForce
·Manage multiple, concurrent deals cycles maintaining accurate and timely client, pipeline, close plan and forecast data in SalesForce
·Accountable for RFP/RFI deliverables and solution presentations
·Work with the internal presales and delivery teams to develop project estimates that align with client needs and achieve required profit margins
·Negotiate contracts – Statement of Work and Master Services Agreement
·Serve as an executive sponsor and escalation point for delivery and commercial matters across the account portfolio
Education and Experience Requirements:
·5+ years of experience in an account management /sales role, selling into an existing mid-market and enterprise client base
·Consistent track record of exceeding sales targets.
·Demonstrated growth within existing accounts, including key-account strategy, partner-led motions, and two-way lead generation.
·Experience building and sustaining C-suite relationships (CHRO, CFO, CIO) deep and wide across multiple enterprise accounts.
·Strategic, solution-selling mindset; ability to link client outcomes to Cognizant’s value proposition.
·Strong knowledge of Workday and related domain areas, with the ability to advise C-suite stakeholders at a strategic level on Workday, digital transformation and AI.
·In-depth experience with complex commercial negotiations, including Statements of Work (SOWs).
·Familiarity with consultative selling methodologies and the ERP cloud landscape.
·Ability to navigate a large, matrixed organisation; influence through data-driven, “win-as-one” collaboration.
·Experience leading multicultural, geographically distributed teams toward common goals.
·Skilled negotiator with senior stakeholders.
·Excellent verbal and written communication skills; confident presenting to executive audiences.
·Strong time management and prioritisation; high commitment to client service.
·Cross-functional strategy development experience.
·Bachelor’s degree or equivalent experience.
·Workday experience strongly preferred; practitioner background in HR, Payroll, or Financials ideal.
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.
Originally posted on Himalayas