Infosys – Senior Manager – Client Services

Job Description

Responsibilities
1. Market Development:

Persuade clients to provide industry-wide references IN ORDER TO support revenue growth outside the account and increase ROI on events.

2. Customer Prospecting:

Provide client introductions, customer context etc. To support the HBU G/EM’s efforts in his/her account IN ORDER TO open diverse service-lines (HBUs) in his/her account.

3. Opportunity Identification and Qualification:

Navigate the account to identify varied kinds of deals in the account IN ORDER TO increase Infosys revenue and HBU mix and improve market share.

4. Proposal Development:

Internal: Form pursuit team across Bus/external partners if needed. Position client-facing team with client, explain client context, coach the pursuit team, suggest win price and drive this among various Bus based on competitive intelligence, future potential, positioning with client. Drive consensus between Bus on pricing (including revenue transfer if required). Recommend and defend win-price at the appropriate levels (considering the size of the deal) of management/finance and procure all approvals.
External: Clarify client expectations (where possible, coach the client on what s/he can expect based on knowledge of the account and industry). Collect ground level intelligence on client drivers and competitor moves. Set expectations and ratify the solution with client IN ORDER TO demonstrate business value to the client maintain Infosys price premium.

5. Proposal negotiation and Closure:

External: Set up and facilitate proposal coaching sessions between client and pursuit team’s technical/domain experts. Drive client consensus or at least neutralize opponents, articulate business value and drive pricing IN ORDER TO articulate business value and win the deal at the right premium.

6. Contracting and MSA:

Facilitates the discussion for the commercial manager point of escalation if needed IN ORDER TO ensure quick closure of the contract with acceptable level of risk to Infosys

7. Account Planning and Review:

Develops the account plan in conjunction with the other stakeholders (service line/HBU mis, revenues, profitability. Develops relationship map, market share analysis); communicates and executes as per the A/c plan; conducts periodic review of the plan with higher management in Infosys IN ORDER TO grow in the account as per plan.
Educational Requirements
Graduate
Service Line
Communications, Media and Technology
Additional Responsibilities:
Knowledge: Outsourcing industry knowledge, cost & revenue drivers for an IT organization, Business case creation, Financial ratios and analysis (IRR, NPV, ROCE etc.), Statistical analysis (regression, correlation, mean, median, mode, frequency distributions), Presentation skills.
Skills: Ability to learn quickly regarding the business processes of the client, Infosys’ processes, and service lines. Should have excellent analytical skills. The ability to display initiative and work in an unstructured environment is a must.

Technical and Professional Requirements:
– Sales Domain Experience in Manufacturing/Life Sciences/Pharma/Medical Product is an added advantage.
– Key Account Management.

Preferred Skills:
Sales
Sales->P&L Management/ Account Management/ Key Account Management/ Client Engagement/ IT Sales
Sales->Sales Planning/Sales Analytics/ IT Sales
* Location of posting is subject to business requirements