Partner Development Manager - Remote at Cognizant in Atlanta, Georgia

Job Description:

Cognizant (Nasdaq-100: CTSH) 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 is ranked 193 on the Fortune 500 and is consistently listed among the most admired companies in the world. Learn how Cognizant helps clients lead with digital at www.cognizant.com or follow us @Cognizant.

Cognizant is looking for a passionate and energetic business development and alliance professional to join our Strategic Partnership Group (SPG).  SPG is chartered with driving incremental revenue growth through joint offers and market development programs with Cognizant’s most strategic and global technology and solution partners.  Our SPG team sits more broadly within our Strategy, Partnerships and Business Development Group and is a critical function for executing our strategy which is increasingly becoming more dependent on deep relationships with critical partners.

  WE WILL TAKE APPLICANTS IN CITIES IN THE U.S (REMOTE)

Summary:

As a Partner Development Manager, you will own strategy, execution and management of our partnership with our clients in the U.S.  You will be responsible for identifying, defining, prioritizing, and launching region-specific solutions and offerings, while also building and executing a comprehensive go-to-market plan to accelerate adoption of these solutions and services through the partner in the region. The success of this role is predicated on building, nurturing, leveraging and connecting relationships across Cognizant’s and the Partner’s executive leaders, product leaders, and sales teams across targeted vertical business units and service lines.  You will be responsible for setting and achieving revenue growth targets in the region by driving the overall market adoption of Cognizant solutions and our Client's platforms & services. You will successfully build virtual teams comprised of a diverse set of skills and knowledge from across Cognizant to interface with a variety of teams on the partner side.

The ideal candidate will have both a business background that enables them to engage at the CXO level, as well as a sales background that enables them to manage joint GTM efforts including the interaction with enterprise customers and sales executives. The ideal candidate should have a demonstrated ability to think strategically about business, product, and technical challenges, as well as build and convey compelling value propositions. The position also requires a strong technical acumen and familiarity with cloud services.

• Develop and own end-to-end execution of the regional partnership plan (in line with the global plan) in the assigned region , including definition and agreement of successful outcomes against Cognizant revenue targets and the client's scorecard in region


• Establish a regular cadence with partners for pipeline, opportunity and business reviews to manage progress against the regional partnership plan


• Lead the Cognizant brand and associated partnership impact across client's executive and field teams. Ensure the partner’s field sales organization is enabled to drive new revenue opportunities for Cognizant


• Work with Global Partner Development Managers and internal practice areas to develop joint offerings for target industries and accounts in various regions.


• Define strategic accounts and joint account planning targets, by country in selected RAD segments, to support proactive business development


• Serve as the internal subject matter expert for the partner’s solutions and technology by developing a deep understanding of partner’s strategies, technology, offerings, GTM model, and incentive programs; leverage programs for incremental margin and funding opportunities for Cognizant. 


• Communicate the partner strategy, joint offer value propositions and GTM strategy to our Partner Success Managers and our industry/country based generalist and specialist sales teams; represent the partnership at external events


• Drive the development of sales enablement materials/tools in conjunction with cross-functional teams that marketing, sales and offer management with our practices


• In coordination with regional and global marketing and AR/PR, develop and support execution of campaigns (e.g. events, demand generation programs) to deliver incremental growth opportunities in selected industries and solution areas


• Identify joint collaboration activities and secure Marketing Development Funds from partners to support


• Preparing and giving business reviews to client partner and Cognizant senior leaders in the region


• Identify and support opportunities for account-specific training and certification


• Coach, mentor, and provide feedback to team members

Required Experience:

• Experience in business development, partner (channel or alliance) management, sales/strategic sales with a track record of exceeding revenue goals and driving successful partner programs


• Understanding of the public cloud, IaaS/PaaS/SaaS market and different technology segments


• Experience working with Global System Integration/Consulting organizations or global ISVs/Cloud Platform vendors (e.g. Microsoft, AWS, Google, Dell Technologies, HPE, Oracle, or SAP)


• Creative thinker with the ability to structure and execute complex initiatives, programs, and deals


• Be results driven and demonstrated willingness to take the lead in driving initiatives, creating unique approaches to developing new revenue opportunities across teams with, at times, competing priorities and measures


• Highly collaborative, with an 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>


• Highly organized and detail oriented, able to continually prioritize and pivot based on changing market conditions


• Experience and demonstrated success working with and across multiple countries and culture within a geographic region


• Presentation and writing skills and the ability to articulate complex concepts to cross-functional audiences


• 15+ years of sales and technology partnership experience  


• 5+ years of managing a team of high performing Partner Success Managers

Required Education:

• Technical undergraduate degree preferred; MBA a plus