AVP - Consulting (BFS Leader - APJ)

ABOUT US

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 consistently listed among the most admired companies in the world. Learn how Cognizant helps clients lead with digital at www.cognizant.com.

LEADING AT COGNIZANT

This is a Leadership role at Cognizant. We believe how you lead is as important as what you deliver. Cognizant leaders at every level: Drive our business strategy and inspire teams around our future. Live the leadership behaviors, leading themselves, others and the business. Uphold our Values, role modeling them in every action and decision. Nurture our people and culture, creating a workplace where all can thrive.

At Cognizant, leadership transcends titles and is embodied in actions and behaviors. We empower our leaders at every level to drive business strategy, inspire teams, uphold our values, and foster an inclusive culture. We invite you to see how you can contribute to our story.

ABOUT COGNIZANT CONSULTING

Cognizant Consulting is more than Cognizant's consulting practice-we're a global community of 5,000+ experts dedicated to helping clients reimagine their business. Blending our deep industry and technology advisory capability, we create innovative business solutions for Fortune 500 clients. And now, we're looking for our next colleague who'll join us in shaping the future of business. Could it be you?

ABOUT THE ROLE:

The AVP will lead the Banking & Financial Services (BFS) portfolio for the APJ region and serve as the Alliance Lead. The Role will manage a team of BFS industry experts, fostering collaboration and innovation to deliver cutting-edge solutions. As a recognized and respected leader within the industry, the AVP will build and maintain strong partnerships, ensuring alignment with market offerings and client priorities. The role requires a visionary approach to Technology Modernization (Tech Mod) strategy, enabling growth and transformation across the APJ business.

KEY RESPONSIBILITIES:

Develop Go To Market Strategy:

- Develop insights on the key market and competitor trends with focus on major client opportunities and threats
- Develop a vision & comprehensive strategy to grow Consulting in APJ
- Work with Markets Major Pursuits Leader to shape major deals and their contemporary commercial models

Manage portfolio performance

- Ensure Consulting sales growth in line or above market
- Validate Consulting's monthly, quarterly and annual revenue forecast
- Ensure that drivers of variance to revenue forecast are properly diagnosed and their learnings integrated into the business cycle
- Support Markets and development of integrated solutions for major clients

Drive substantial increase in pipeline and conversion (win) rates:

- Identify ways to both create demand for consulting services and expand demand for other service lines through development of differentiated, tailored responses to known customer priorities, both in response to requests and proactively
- Demonstrably increase generation and win rates of multi service line deals where consulting leads

Credentialize deals :

- Be accountable for directing the deal pursuit process end to end for consulting led initiatives
- Enable Account teams - via collateral, direct reports and the wider consulting network - to appropriately engage clients in exploring opportunities and envisioning how consulting can support and improve their ability to meet their business objectives
- Ensure the Go To Market Industry team is equipped and trained to establish credibility and confidence with customers by having a comprehensive understanding of the company's capabilities and credentials
- Engage priority clients directly to Credentialize deals

Competency Development:

- Implement assessment and training programs to ensure the Industry and Go To Market team possesses required subject matter expertise & experience in their respective sectors to be distinctive and competitive in the market
- Orchestrate new offerings in BFSI sector by aligning with service lines.

Thought Leadership

- Engage with external analysts and industry forums to communicate and explain Cognizant's Industry centric offerings
- Define thought leadership & portfolio strategy, publish, educate the market and drive commercial conversations

Establish and develop new strategic alliances and partnerships to better business outcomes

- Work with Market leaders and Sector leaders to identify, nurture and commercialise industry-oriented alliances that will reinforce Cognizant's consulting led proposition in specific industries

KEY REQUIREMENTS:

EXPERIENCE

- 5+ years consulting practice leadership
- 7+ years experience selling and delivering techno-functional solutions
- 15+ years combination of BFS sector experience
- Preferred Background: Proven consulting practice sales growth; experience of delivering complex business and technology change projects for client representatives who are now CxO level
- Vast experience in one or more CMT industries and thorough understanding of all BFSI industries
- Have a robust understanding of contemporary technologies like AI, Digital, Edge, Cloud and modern engineering practices

KEY COMPETENCIES:

- Functional/Practice knowledge: Understanding of consulting methodologies and techniques related to assessments (e.g., opportunity, need, gap) and holistic solutioning (organizational, operational, architectural)
- Industry knowledge: Deep knowledge of BFS sector, business, operations and technology landscape; ability to communicate across stakeholders
- Commercial knowledge: Ability to analyze sales opportunities, qualify leads and opportunities. Ability to understand and influence profitability of engagements, major deals and accounts
- Executive Presence: Effective executive communication skills to clearly articulate vision and lead effective teams across the enterprise; productively challenge counterparts, bringing valuable insights
- Relationship management: Outstanding interpersonal abilities; skilled in managing relationships with executive leadership and business units, effectively aligning stakeholders to strategic plans and mediating conflict
- Leadership experience: Excellent organizational and leadership skills to build strong Consulting function and lead by example; strong project management, change management, budgeting, talent management, and business operations skills