Senior Enterprise Sales Manager - Digital Transformation

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.

Key Responsibilities:

• Lead the pursuit and closure of complex enterprise opportunities, typically valued at $10M+, with multi-year scope and executive visibility.

• Develop and execute transformation-led account strategies that connect client priorities to measurable business outcomes, including growth, productivity, resilience and AI-enabled innovation.

• 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.

• Shape demand early by identifying transformation triggers, framing strategic options and co-creating business cases with clients and partners.

• 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.

• Orchestrate long-duration, multi-workstream sales cycles involving internal executives, alliance partners, legal, finance, solution leaders and delivery teams.

• Apply AI-enabled sales practices to improve market insight, opportunity qualification, client engagement, proposal quality and pursuit efficiency.

• Maintain a robust, qualified pipeline and disciplined forecast across strategic opportunities, with strong governance, stage progression and executive reporting.

Duties & Tasks:

• Develop and execute enterprise account strategies in collaboration with Workday, Cognizant and alliance stakeholders across priority industries and strategic accounts.

• Cultivate senior executive relationships across target accounts, including CFO, CIO, CHRO, COO and business leadership, to shape client agendas and influence strategic investment decisions.

• Lead consultative discovery to understand client priorities, transformation drivers, operating model challenges and AI adoption opportunities.

• Build credibility as a senior advisor in Workday digital transformation and AI, connecting client business objectives to Cognizant’s consulting, transformation and platform capabilities.

• Generate and mature pipeline directly and through Workday and broader Cognizant ecosystems, with a focus on strategic enterprise opportunities and complex buying environments.

• Create and maintain account plans, pursuit strategies, stakeholder maps, commercial approaches, competitive insights and executive engagement plans in Salesforce and related sales tools.

• Orchestrate end-to-end pursuit activity across consulting, presales, delivery, legal, finance and partner teams to ensure compelling, commercially sound and differentiated client proposals.

• 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.

• Drive complex commercial negotiations, including Statements of Work, Master Services Agreements, pricing structures, risk positions and deal governance requirements.

• Manage multiple concurrent pursuits and maintain high-quality pipeline, close-plan and forecast data to support accurate business reviews and executive decision-making.

• Partner with presales and delivery leaders to shape solutions and estimates that meet client objectives while supporting sustainable delivery and target margins.

Education and Experience Requirements:

• 10+ years’ experience in enterprise sales, strategic account management, consulting-led pursuits or complex services sales, with a strong track record in large organisations.

• Proven success originating, shaping and closing complex enterprise deals valued at $10M+.

• Demonstrated success leading consultative, outcome-based sales motions with C-suite and senior executive stakeholders.

• Deep experience managing long and complex buying cycles, multi-party decision processes and sophisticated procurement environments.

• Strong commercial acumen with significant experience negotiating Statements of Work, Master Services Agreements, commercial schedules and non-standard risk positions.

• Credible knowledge of digital transformation, enterprise platforms, AI, data and business process change, with the ability to connect technology strategy to client business value.

• Experience using AI-enabled approaches to improve account insight, pursuit quality, proposal development and sales execution.

• Strong executive presence and the ability to influence internal and external stakeholders in a large, matrixed organisation.

• Experience leading high-quality RFP/RFI responses, executive presentations and complex proposal development.

• Familiarity with consultative selling methodologies and the ERP, cloud and digital transformation landscape; Workday experience is highly regarded.

• Established relationships with relevant partner ecosystems and the ability to mobilise diverse contributors around strategic pursuits is an advantage.

• Experience working with multicultural, geographically distributed teams and driving outcomes across APAC markets.

• Bachelor’s degree or equivalent experience.

• Ability to travel domestically and internationally as required.

Why choose Cognizant:

• Entrepreneurial environment that welcomes your ideas
• Opportunity to do great work
• Outreach programs that support communities and tap into your volunteer spirit
• Learning opportunities to help current needs and advancement
• Global operations, with opportunities in North America, Europe and Asia Pacific
• An abundance of Affinity groups to meet your needs

Cognizant Core Values:

• Work as One: We think beyond roles, relying on each other’s strengths to win as a team.
• Raise the Bar: We always aim for excellence in how we work and what we deliver.
• Dare to Innovate: We push boundaries and take chances to reimagine what’s possible.
• Do the Right Thing: We all lead with integrity and always make the ethical choice.
• Own It: We own the outcomes for our company, colleagues, and community.

Originally posted on Himalayas