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. #LI-Remote **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.