17 days old

Engagament Lead

Montpelier, VT 05602
  • Job Code

SBU Head


Science / Engineering graduate


Account Planning:

Support the Client Partner / Account Manager in preparation of Account Plan by providing guidance on service offerings, proactive solution development etc.
Drive BIC and TCR for key accounts.
Map out the Cognizant offerings from the vertical and horizontals to the client's business and define the gotomarket strategy in partnership with horizontal stakeholders and Account Management Team.
Identify capabilities to be built to support Service Portfolio Expansion.
Track and update the account plan based on onground changes.

Account Mining:

1 Drive account penetration through proactive selling of Cognizant's services / capabilities / solutions with a view to increase wallet share.
Understand the client's vision and IT roadmap, identify and map applicable Cognizant's capabilities to the same for all opportunities.
2 Build a comprehensive vision for the portfolio through an assessment of portfolio revenue, identification of prospects to be added to build Cognizant's foot print in the domain, and identification of service offerings to be taken to prospects as identified by account management team etc.
3 Build industry based service portfolio based on understanding of industry trends, customer expectations, challenges and current delivery.
Identify opportunities for building industry service lines in partnership with the SBU Head and drive the definition and execution of the same.
Identify an SME / BA to drive the delivery on the same.
4 Identify (horizontal) service line offerings for the portfolio.
Communicate the domain growth opportunities, challenges, key accounts, expected growth etc to horizontals, identify service offerings from horizontals which can add value, and align these opportunities with the portfolio.
5 Facilitate presentation of the POVs / solution with customers on a need basis.
Review multitower solution to ensure an integrated value proposition and domain / customer knowledge depth.
Identify relevant stakeholders viz partners, horizontal teams etc to build the solution.
6 Proactively provide proposals to the customer.
7 Identify Program Management opportunities based on client's business imperatives.

Account Operations:

Support Client Partner / Account manager in revenue forecasting for the account / portfolio.
Review financial reports, analyst reports etc to provide inputs on CP forecasting and resource forecasting for the portfolio.
Review operational metrics which impact the bottomline eg pyramid size, utilization etc for the portfolio to ensure margins are met.
Assess risks and drive mitigation steps.
Review operational parameters for key projects driven by Horizontals.
Leverage account and organization tools to review operational metrics for the portfolio and work with EDMs to ensure consistent usage.


Drive the MSA process for new accounts and understanding of the MSA structure for existing accounts.
Review and approve SOW / work orders.
Participate in noncommercial negotiations on MSA and SOW terms, provide inputs on delivery, timelines, scope (eg acceptance criteria) and milestones and interact with customers to obtain client signoff on the same.

Program Charter:

Review the Program Charters and provide inputs for customer alignment to the Program Delivery Director and Program Delivery Manager.

Delivery Set up:

Support the ODC Setup.
Support and review customer audit requirements for the engagement (people, infrastructure, process).
Review BCP/DR requirements.
Delivery Governance.
1 Drive periodic reviews with the CIO/CIO1 customer stakeholders to ensure Cognizant mind share by ensuring frequent connect , emphasis on value add etc.
2 Customer Escalation Management.
3 Engagement Governance and Communication (Internal & Customer): Participate in PMR meetings, steering committee meetings and operating committee meetings for key projects (high risk / strategic projects) along with Horizontal stakeholders and Engagement Delivery Manager.
Assess risks proactively.
Provide guidance to the team on corrective steps.
Identify learning / best practices across projects and drive same for the portfolio.
4 Client visits: Identify service offerings, assets, SMEs to participate in the customer visit.
Participate in customer visits to showcase Cognizant capabilities, PoV etc.
Identify innovative channels to highlight strategic themes and value added by Cognizant.
Leverage opportunity to understand customer landscape and expectations.
Identify various artifacts (on business, process and technology aspects as well as learning).

5 Change Management:

Review the changes and analyze its impact on the portfolio (relationship, commercials, people)

Vendor Management:

Drive procurement / sourcing process along with Client Partner / Account Manager to close out on customer vendor management policies.
Liaise with third party agencies to ensure availability of resources at the right time and cost.

Relationship Management:

Understand supporters, strength of relationship, challenges, delivery issues, pursuits with the current customer, customer needs etc through discussions with delivery team and interactions with the customers.
Establish relationship with appropriate peer at customer side.
Develop a rapport by periodically connecting with the customer manager.
Analyze customer satisfaction scores to identify issues and corrective action to be taken.

People Management:

Resolve team conflict between multiple work streams/groups.
Provide inputs on goal setting and performance appraisals of team.
Provide inputs on horizontal teams.
Define and implement mechanisms for horizontal collaboration.
Coach and mentor team members.
Screen, Interview and recommend candidates for key positions in the team.
Develop succession planning for critical roles in the engagement.
Drive L&D for all key leaders in the portfolio.
Participate in organization related people initiatives.

Knowledge Management:

Emphasize knowledge sharing across the portfolio and drive a common Knowledge Management framework.
Drive creation of knowledge assets and share best practices across portfolio.
Drive asset creation around new services, key Programs with Benefits delivered to the customer, Benefits delivered to the customers through transformation etc.

Technical Skills

SNo Primary Skill Proficiency Level * Rqrd./Dsrd.
1 Account Management Skills NA Required

* Proficiency Legends

Proficiency Level Generic Reference
PL1 The associate has basic awareness and comprehension of the skill and is in the process of acquiring this skill through various channels.
PL2 The associate possesses working knowledge of the skill, and can actively and independently apply this skill in engagements and projects.
PL3 The associate has comprehensive, in-depth and specialized knowledge of the skill. She / he has extensively demonstrated successful application of the skill in engagements or projects.
PL4 The associate can function as a subject matter expert for this skill. The associate is capable of analyzing, evaluating and synthesizing solutions using the skill.

About Cognizant

Cognizant 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, a member of the NASDAQ-100, is ranked 205 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 on Twitter:USJobsCognizant.
Cognizant is recognized as a Military Friendly Employer and is a coalition member of the Veteran Jobs Mission. Our Cognizant Veterans Network assists Veterans in building and growing a career at Cognizant that allows them to leverage the leadership, loyalty, integrity, and commitment to excellence instilled in them through participation in military service.

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Montpelier, VT 05602

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