Job Description
/n 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. /n

Key Responsibilities
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- /n Lead the pursuit and closure of complex enterprise opportunities, typically valued at $10M+, with multi-year scope and executive visibility. /n
- /n Develop and execute transformation-led account strategies that connect client priorities to measurable business outcomes, including growth, productivity, resilience and AI-enabled innovation. /n
- /n 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. /n
- /n Shape demand early by identifying transformation triggers, framing strategic options and co-creating business cases with clients and partners. /n
- /n 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. /n
- /n Orchestrate long-duration, multi-workstream sales cycles involving internal executives,



alliance partners, legal, finance, solution leaders and delivery teams. /n
- /n Apply AI-enabled sales practices to improve market insight, prospect qualification, client engagement, proposal quality and pursuit efficiency. /n
- /n Maintain a robust, qualified pipeline and disciplined forecast across strategic opportunities, with strong governance, stage progression and executive reporting. /n /n Duties & Tasks: /n /n
- /n Develop and execute enterprise account strategies in collaboration with Workday, Cognizant and alliance stakeholders across priority industries and strategic accounts. /n
- /n Cultivate senior executive relationships across target accounts, including CFO, CIO, CHRO, COO and business leadership, to shape client agendas and influence strategic investment decisions. /n
- /n Lead consultative discovery to understand client priorities, transformation drivers, operating model challenges and AI adoption opportunities. /n
- /n Build credibility as a senior advisor in Workday digital transformation and AI, connecting client business objectives to Cognizant’s consulting, transformation and platform capabilities. /n
- /n Generate and mature pipeline directly and through Workday and broader Cognizant ecosystems, with a focus on strategic enterprise opportunities and complex buying environments. /n
- /n Create and maintain account plans, pursuit strategies, stakeholder maps,



commercial approaches, competitive insights and executive engagement plans in Salesforce and related sales tools. /n
- /n Orchestrate end-to-end pursuit activity across consulting, presales, delivery, legal, finance and partner teams to ensure compelling, commercially sound and differentiated client proposals. /n
- /n 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. /n
- /n Drive complex commercial negotiations, including Statements of Work, Master Services Agreements, pricing structures, risk positions and deal governance requirements. /n
- /n Manage multiple concurrent pursuits and maintain high-quality pipeline, close-plan and forecast data to support accurate business reviews and executive decision-making. /n
- /n Partner with presales and delivery leaders to shape solutions and estimates that meet client objectives while supporting sustainable delivery and target margins. /n /n Education and Experience

Requirements:
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- /n 10+ years’ experience in enterprise sales, strategic account management, consulting-led pursuits or complex services sales, with a strong track record in large organisations. /n
- /n Proven success originating, shaping and closing complex enterprise deals valued at $10M+. /n
- /n Demonstrated success leading consultative, outcome-based sales motions with C-suite and senior executive stakeholders. /n
- /n Deep experience managing long and complex buying cycles, multi-party decision processes and sophisticated procurement environments. /n
- /n Strong commercial acumen with significant experience negotiating

📌 Senior Enterprise Sales Manager (Sydney)
🏢 Collaborative Solutions
📍 Sydney