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.

-