Senior Account Manager

Overview

The Senior Client Partner position is responsible for driving revenue expansion and client retention within a suite of key enterprise accounts. Success is measured through meeting sales targets by formulating and implementing multi-year strategic account plans collaboratively with internal teams and stakeholders. This role emphasizes deep relationships across C-suite executives in HR, Finance, and IT, acting as a trusted advisor on Workday solutions, digital transformation, and AI advancements.

Key Duties and Responsibilities

• Consistently meet or surpass monthly, quarterly, and annual sales goals.
• Generate new business while securing existing client contracts and leveraging opportunities for cross-selling and upselling across HR, Finance, and IT domains.
• Develop and execute comprehensive enterprise account plans and long-term growth strategies to increase client engagement and market share.
• Maintain a qualified sales pipeline at least three times the sales quota, managing it with discipline and accuracy.
• Lead and coordinate complex multi-stakeholder sales cycles, typically exceeding $10 million total contract value, along with ad hoc client initiatives.
• Acquire and apply in-depth knowledge of the assigned industry segment.
• Establish and nurture expansive C-suite relationships across strategic accounts, establishing Cognizant as the preferred partner for enterprise transformations.
• Build personal and company credibility as a thought leader and strategic consultant in Workday, digital technologies, AI, and prevailing market trends.
• Advise client executives on Workday adoption, digital and AI roadmap development, linking these initiatives with measured business outcomes and Cognizant’s service offerings.
• Collaborate closely with internal teams across Industry, AI, Consulting, Solution Architecture, and partner alliances to present comprehensive transformation solutions.
• Ensure detailed record-keeping of account plans, contacts, forecasting, and related sales activities within Salesforce.
• Manage multiple concurrent deal cycles while keeping client data, pipeline status, and forecasts current.
• Responsible for Request for Proposal/Information (RFP/RFI) deliverables and delivering solution presentations.
• Partner with presales and delivery teams to craft project estimates aligned with client requirements and profitability targets.
• Conduct contract negotiations concerning Statements of Work and Master Services Agreements.
• Serve as executive sponsor addressing client delivery and commercial concerns within the account portfolio.

Qualifications and Experience

• Minimum of five years in account management or sales focused on mid-market and enterprise clients.
• Proven success in surpassing sales targets consistently.
• Expertise in account growth strategies, partner cooperation, and reciprocal lead generation.
• Established experience fostering high-level executive relationships (CHRO, CFO, CIO) broadly across multiple accounts.
• Strategic and solution-driven selling aptitude with the ability to connect client outcomes to organizational value.
• Comprehensive familiarity with Workday platform and related fields, able to provide strategic counsel on Workday, digital transformation, and AI to executives.
• Strong background in handling complex commercial negotiations, including contract Statements of Work.
• Understanding of consultative sales approaches and the ERP cloud ecosystem.
• Skillful in navigating large, matrixed organizations and influencing cross-functional teams using data-driven collaboration.
• Experience leading multicultural and geographically diverse teams to meet shared objectives.
• Negotiation expertise with senior stakeholders.
• Excellent verbal and written communication skills, adept at executive presentations.
• Strong organizational skills with ability to prioritize tasks and a high dedication to client satisfaction.
• Familiarity with cross-functional strategic planning.
• Bachelor’s degree or equivalent professional experience.
• Preferred experience includes Workday practitioner knowledge in HR, Payroll, or Finance functions.

About Cognizant and Our Culture

• Entrepreneurial environment fostering creativity and innovation.
• Opportunities for meaningful work and community engagement through volunteer programs.
• Continuous learning opportunities supporting career growth and advancement.
• Global presence with roles available across multiple regions including North America, Europe, and Asia Pacific.
• Numerous affinity groups to support diverse employee needs.

Core Organizational Values

• Work as One: Collaborate by leveraging collective strengths to achieve goals.
• Raise the Bar: Commit to excellence in all aspects of work and delivery.
• Dare to Innovate: Challenge conventions and embrace new possibilities.
• Do the Right Thing: Lead with integrity and ethical decision-making.
• Own It: Take responsibility for outcomes impacting the company, colleagues, and community.