Senior Enterprise Sales Manager - Digital Transformation at Cognizant
New Zealand
<p><span>The Senior Enterprise Sales Manager - Digital Transformation is responsible for sourcing, shaping and closing complex enterprise transformation opportunities across APAC, with a primary focus on strategic deals valued at $10M+. The role operates as a senior, consultative seller and trusted advisor to C-suite and executive stakeholders, helping clients define transformation agendas spanning Workday digital transformation, business process modernisation, platform-led change, and AI-enabled operating models. This role leads long, complex, multi-stakeholder sales cycles from early demand shaping through solutioning, commercial structuring, contract negotiation and closure, while working closely with Workday, Cognizant, alliance, legal, finance, consulting and delivery teams.</span></p><p><br /><b><span class="emphasis-3">Key Responsibilities:</span></b></p><ul><li><p>Lead the pursuit and closure of complex enterprise opportunities, typically valued at $10M+, with multi-year scope and executive visibility.</p></li><li><p>Develop and execute transformation-led account strategies that connect client priorities to measurable business outcomes, including growth, productivity, resilience and AI-enabled innovation.</p></li><li><p>Build trusted relationships with C-suite and senior functional leaders, acting as a consultative advisor on digital transformation, operating model change and enterprise platform strategy.</p></li><li><p>Shape demand early by identifying transformation triggers, framing strategic options and co-creating business cases with clients and partners.</p></li><li><p>Lead complex commercial strategy, including pricing approach, risk positioning, deal construct and negotiation of Master Services Agreements, Statements of Work and non-standard contractual terms.</p></li><li><p>Orchestrate long-duration, multi-workstream sales cycles involving internal executives, alliance partners, legal, finance, solution leaders and delivery teams.</p></li><li><p>Apply AI-enabled sales practices to improve market insight, opportunity qualification, client engagement, proposal quality and pursuit efficiency.</p></li><li><p>Maintain a robust, qualified pipeline and disciplined forecast across strategic opportunities, with strong governance, stage progression and executive reporting.</p></li></ul><p><br /><b><span class="emphasis-3">Duties & Tasks:</span></b></p><ul><li><p>Develop and execute enterprise account strategies in collaboration with Workday, Cognizant and alliance stakeholders across priority industries and strategic accounts.</p></li><li><p>Cultivate senior executive relationships across target accounts, including CFO, CIO, CHRO, COO and business leadership, to shape client agendas and influence strategic investment decisions.</p></li><li><p>Lead consultative discovery to understand client priorities, transformation drivers, operating model challenges and AI adoption opportunities.</p></li><li><p>Build credibility as a senior advisor in Workday digital transformation and AI, connecting client business objectives to Cognizant’s consulting, transformation and platform capabilities.</p></li><li><p>Generate and mature pipeline directly and through Workday and broader Cognizant ecosystems, with a focus on strategic enterprise opportunities and complex buying environments.</p></li><li><p>Create and maintain account plans, pursuit strategies, stakeholder maps, commercial approaches, competitive insights and executive engagement plans in Salesforce and related sales tools.</p></li><li><p>Orchestrate end-to-end pursuit activity across consulting, presales, delivery, legal, finance and partner teams to ensure compelling, commercially sound and differentiated client proposals.</p></li><li><p>Lead the development of high-quality proposals, RFP/RFI responses, executive presentations and solution narratives that align client outcomes with Cognizant differentiators and AI-enabled value.</p></li><li><p>Drive complex commercial negotiations, including Statements of Work, Master Services Agreements, pricing structures, risk positions and deal governance requirements.</p></li><li><p>Manage multiple concurrent pursuits and maintain high-quality pipeline, close-plan and forecast data to support accurate business reviews and executive decision-making.</p></li><li><p>Partner with presales and delivery leaders to shape solutions and estimates that meet client objectives while supporting sustainable delivery and target margins.</p></li></ul><p><br /><b><span><span class="emphasis-3">Education and Experience Requirements:</span></span></b></p><ul><li><p>10+ years’ experience in enterprise sales, strategic account management, consulting-led pursuits or complex services sales, with a strong track record in large organisations.</p></li><li><p>Proven success originating, shaping and closing complex enterprise deals valued at $10M+.</p></li><li><p>Demonstrated success leading consultative, outcome-based sales motions with C-suite and senior executive stakeholders.</p></li><li><p>Deep experience managing long and complex buying cycles, multi-party decision processes and sophisticated procurement environments.</p></li><li><p>Strong commercial acumen with significant experience negotiating Statements of Work, Master Services Agreements, commercial schedules and non-standard risk positions.</p></li><li><p>Credible knowledge of digital transformation, enterprise platforms, AI, data and business process change, with the ability to connect technology strategy to client business value.</p></li><li><p>Experience using AI-enabled approaches to improve account insight, pursuit quality, proposal development and sales execution.</p></li><li><p>Strong executive presence and the ability to influence internal and external stakeholders in a large, matrixed organisation.</p></li><li><p>Experience leading high-quality RFP/RFI responses, executive presentations and complex proposal development.</p></li><li><p>Familiarity with consultative selling methodologies and the ERP, cloud and digital transformation landscape; Workday experience is highly regarded.</p></li><li><p>Established relationships with relevant partner ecosystems and the ability to mobilise diverse contributors around strategic pursuits is an advantage.</p></li><li><p>Experience working with multicultural, geographically distributed teams and driving outcomes across APAC markets.</p></li><li><p>Bachelor’s degree or equivalent experience.</p></li><li><p>Ability to travel domestically and internationally as required.</p></li></ul><p></p><p></p><p style="text-align:left"><span>#LI-Remote</span></p><p style="text-align:inherit"></p><p><span class="emphasis-3"><b>Why choose Cognizant:</b></span></p><ul><li>Entrepreneurial environment that welcomes your ideas</li><li>Opportunity to do great work</li><li>Outreach programs that support communities and tap into your volunteer spirit</li><li>Learning opportunities to help current needs and advancement</li><li><span>Global operations, with opportunities in North America, Europe and Asia Pacific</span></li><li>An abundance of Affinity groups to meet your needs</li></ul><p></p><p><span class="emphasis-3"><b>Cognizant Core Values:</b></span></p><ul><li><span><b>Work as One:</b> We think beyond roles, relying on each other’s strengths to win as a team.</span></li><li><span><b>Raise the Bar: </b>We always aim for excellence in how we work and what we deliver.</span></li><li><span><b>Dare to Innovate:</b> We push boundaries and take chances to reimagine what’s possible.</span></li><li><span><b>Do the Right Thing: </b>We all lead with integrity and always make the ethical choice.</span></li><li><span><b>Own It:</b> We own the outcomes for our company, colleagues, and community.</span></li></ul><p></p>
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