GPE SPE Partner Success Manager - SM Level

1. Job Summary – highlight project details/what is exciting about the role :

• As a Senior Manager in SPE Global Alliances, you will be responsible for managing Strategic, Core and Growth partners driving Cognizant’s Digital Engineering BU.  You will be responsible for managing all aspects of the relationship of the designated partner(s) aligned to the Digital Engineering practice including partner development, business development, build-with, market with and enablement.  You will be a single point of contact for the practice and their partners and be required to respond to and work closely with the practice to engage existing partners as well as develop relationships with new and emerging partners including: AWS, Datadog, vFunction, Moogsoft, CloudHedge, CAST Software, IBM, OpenText and Harness – to name a few.  Also you will be responsible for leveraging alliance partners in support key SPE strategic initiatives, work with verticals and regions and support Go To Market solutions including Skygrade and Flowsource.

2. Key Responsibilities – list what the person will be doing on a day to day basis:

% of time

• Develop partnership plans based on Cognizant and partner’s joint strategic and financial ambitions partner funding / entitlements by effectively managing partner programs and automations
• Drive regular governance with executive business sponsors, regional, industry and practice leadership, and partner
• Standardize and deliver partner reporting to reflect joint metrics
• Engage markets, practices, partners, and legal teams to identify business opportunities, exchange business intelligence and develop joint account/pursuit plans
• Develop partner ecosystem to support practice innovation, offering strategy, and development activity
• Interlock with Cognizant and partner build teams to provide a programmatic approach to offering design, demos and tools that leverage partner technology
• Interlock with partner on a campaign calendar to support business plan
• Drive internal awareness about partners through success stories and win wires
• Drive partner education through roadshows, case studies and win wires
• Deliver enablement to sales, pre-sales, and technical community
• Ability to negotiate alliance agreements working with key stakeholders including BU, procurement, delivery and legal.

100%

3. Job Requirements

As per the 2006 Age Discrimination Act please do not specify number of years experience. Use words like Extensive, Strong, Good, Fair

Mandatory Skills:

Business Development:

• Collaborate with sales and delivery teams to identify opportunities for joint solutions and go-to-market initiatives.
• Drive pipeline generation and revenue growth through strategic partnerships.
• Develop and execute joint marketing and sales campaigns to increase market visibility.
• Meet partner supported TCV goals leveraging alliance partners to drive business development results.
• Responsible for managing business development for key verticals including Healthcare, CMT and Life Sciences
• Responsible for running NA SPE hyperscaler program for AWS – leveraging the AWS partnership across SPE’s BU portfolio.

Partnership Optimization:

• Continuously evaluate and optimize the partner ecosystem to ensure alignment with business objectives.
• Identify and address potential risks and challenges associated with partnerships.
• Monitor industry trends and emerging technologies to identify new partnership opportunities.
• Manage alliance partners for $3B Digital Engineering business unit – in FY’24 we generated almost $800M TCV in partner supported sales for DE - a growth of over 300% year over year
• Represent the Digital Engineering BU for all Industry Analyst and Big Deals working with June Rutherford and her team
• Develop the partnerships for AI that are driving key DE offerings

Performance Measurement:

• Track, measure and manager key performance indicators (KPIs) to measure the success of partnership initiatives.
• Track and analyze partnership performance metrics to identify areas for improvement.
• Report on partnership progress and achievements to senior leadership.

Nice to Have Skills.

• Be results driven and demonstrated willingness to take the lead in driving initiatives, creating unique approaches to developing new revenue opportunities across teams
• Highly collaborative, with ability to thrive and influence within a matrixed environment characterized by direct/indirect accountability to a variety of stakeholders in different functional and geographic areas
• Excellent verbal and written communication and presentation skills and the ability to interact effectively across multiple levels (from IC to Senior Leadership) within Cognizant and partner organization

Qualifications:

• Experience in business development, partner management, sales/strategic sales with a track record of exceeding revenue goals and driving successful partner programs
• Be results driven and demonstrated willingness to take the lead in driving initiatives, creating unique approaches to developing new revenue opportunities across teams
• Highly collaborative, with ability to thrive and influence within a matrixed environment characterized by direct/indirect accountability to a variety of stakeholders in different functional and geographic areas
• Excellent verbal and written communication and presentation skills and the ability to interact effectively across multiple levels (from IC to Senior Leadership) within Cognizant and partner organization
• 5 – 10 years of sales and technology partnership experience
• Bachelor’s degree is preferred; MBA a plus

• Cross-Functional Collaboration:
  • Foster strong relationships with leaders across all service lines to align partner strategies and identify cross-selling opportunities.
  • Facilitate collaboration between alliance managers and service line teams to ensure seamless execution of joint initiatives.
• Innovation and Co-Creation: Encourage innovation and co-creation with partners to develop joint solutions and services that address emerging market needs.
• Global Alignment:
  • Work closely with global counterparts to ensure consistency and alignment in partner strategies and programs across different regions.
  • Identify opportunities for global partnerships and joint ventures to drive scale and efficiency.

4.Travel required

YES

NO