GCC Brownfield Sales Leader

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 themin 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.

About the role

As a GCC Brownfield Sales Leader, you will make an impact by driving revenue growth and strategic expansion within Global Capability Centers (GCCs) by leading sales initiatives, building C-suite relationships, and positioning Cognizant as a partner of choice for strategic transformation, technology integration, and advanced managed services. Drive growth by selling post-setup services (expansion, technology integration, operating model transformation, monetization) to existing GCCs. Shift the service relationship from vendor-based to strategic partnership.

The "Brownfield" context means engaging with clients who already have an established GCC. Success hinges on understanding their unique evolution stage and challenges.

• Understand the GCC's Evolution Stage: GCCs mature from cost-centric support units to strategic innovation hubs. Your sales approach must align with their maturity—offering basic operational services to a nascent GCC versus proposing AI-driven innovation partnerships to a mature center.
• Focus on the "Pitcher": A common challenge is that the parent organization ("the pitcher") may not be fully aligned or prepared for a deeper strategic partnership with the GCC ("the catcher"). A key part of the role is to help the onshore leadership manage internal change and see the value of transforming the GCC.
• Address Key Pain Points: Brownfield GCCs often face specific challenges you can solve, such as integrating Generative AI, overcoming talent retention issues, redesigning operating models for better autonomy, and establishing robust data governance frameworks.

In this role, you will:

• Strategic Sales & Advisory: Act as a trusted advisor; articulate value of AI, operating model changes, and monetization strategies. Lead large, complex deal pursuits and negotiations.
• Portfolio Development: Create service offerings for GCC expansion, AI integration, and talent management.
• Stakeholder Management: Navigate complex stakeholder landscapes including GCC leadership and C-suite.
• Market Insight & Positioning: Maintain deep understanding of GCC evolution trends and leverage insights for practice leadership.
• Represent Cognizant's voice in industry forums and build the GCC service line brand.
• Consistently demonstrate the Cognizant Way to Lead, which means operating with Personal Leadership (building trust, collaboration, and inclusion), Organizational Leadership (driving vision and purpose, demonstrating a strategic and enterprise mindset, and creating and communicating a bold direction that inspires purpose), and Business Leadership (exemplifying client focus, managing ambiguity with accountability and results, and operating with financial acumen)

What you need to have to be considered

• Strategic Acumen: Understand GCC strategic drivers like cost optimization and access to talent.
• Technical & Domain Knowledge: Possess strong understanding of AI, cloud infrastructure, and GCC operating models.
• Relationship Management: Excel at building trust, navigating change resistance, and aligning diverse stakeholder groups.
• Solution Selling: Ability to conceptualize/sell complex solutions around AI implementation and operating model changes.
• 20+ years in IT services sales, GCC leadership, Big 4 or global advisory experience preferred.
• Embodiment of the Cognizant Way to Lead: Leading Self, Leading Others, & Leading the Business
• The embodiment of Cognizant's Values of: Work as One, Dare to Innovate, Raise the Bar, Do The right Thing, & Own It

Work model –

At Cognizant, we strive to provide flexibility wherever possible, and we are here to support a healthy work-life balance though our various wellbeing programs. Based on this role's business requirements, this is an onsite position requiring 5 days a week in a client or Cognizant office.

The working arrangements for this role are accurate as of the date of posting. This may change based on the project you're engaged in, as well as business and client requirements. Rest assured; we will always be clear about role expectations

We're excited to meet people who share our mission and can make an impact in a variety of ways. Don't hesitate to apply, even if you only meet the minimum requirements listed. Think about your transferable experiences and unique skills that make you stand out as someone who can bring new and exciting things to this role.