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AUS - Australia - Sydney, Australia
Onsite
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.
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