Job Details

Overview

Senior Business Development Manager - FS

Role Information

• Role: Business Development Manager
• Role Designation: Business Development Manager / Sales Manager
• Career Stream: Global Markets
• Career Sub Stream: Sales
• Reports to: Sales Head
• Billable Role (Y/N): N
• Supervises: Not specified
• Billable Utilization: NA
• Financial Size: 2-3 new accounts (1-2 class A) per half; US$ 1-2M per half
• Incumbency: Multiple
• Team Size & Dispersion: TAL of 30-35 accounts; 7-10 class A must win
• Number of Direct reports: 1-2
• Location: Onsite / Offshore
• Operating Network (Internal): Head of Sales, Account Development Specialist, All HBUs, IBU delivery, Finance, Legal, HR, CCD, IS, UPAMs, GEMs, DHs, IBU Heads, NBD team, HoS
• Operating Network (External): Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit and compliance), Alliance partners, other contractors at Client (direct competitors, other companies managing PMO, independent contractors etc.)

Responsibilities

• Generate leads through meetings/presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, and deal consultants. Perform customer profiling, account planning and set revenue / margin targets by services line at the account level. Create and/or edit messaging around Infosys services and solutions as necessary. Identify and secure meetings with the right contacts in the client organization; anchor meetings and pursue opportunities with the help of pre sales, partner units and external partners. Research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts. Identify the right internal team and external partners (based on fitment, market presence, internal capabilities, price and prospect preference). Provide intelligence on competition, determine target price, help get internal approvals, co-develop and provide inputs to model/solution and provide content as is necessary. Negotiate teaming agreements and prices with external partners. Negotiate MSA terms and conditions. Effectively handover the project to delivery for execution if won. Develop an account plan, relationship map, signs off on SOWs, submits invoices, follows up for payment. Handover the account to the right person at the right time based on guidance from the manager with the objective of coming up with a winning strategy to meet account opening and revenue targets, penetrating the account by positioning Infosys strategically and as a trusted partner, develop a winning proposal, ensure a win and sufficient and necessary documents to start the work, creating a pipeline of opportunities across the service mix, creating a long term relationship with the prospect and growing in the account as per 18 month plan and ensuring account is moved from hunt to farm mode within assigned accounts and organizational guidelines.

Education and Experience

• Educational Qualification: Engineering Graduate; CA / Tier MBA; Non Engineering Graduate; PhD
• Minimum No. of Years: 11 / 9
• Career Stream: NA

Knowledge, Skills & Competencies

• Knowledge: Knowledge of outsourcing business, cost and revenue drivers for an IT organization, business case creation, financial ratios and analysis (IRR, NPV, ROCE etc.), statistical analysis, presentation skills, knowledge of legal and contracting issues, high level knowledge of Infosys offerings.
• Skills: Effective and structured communication skills, conflict resolution / consensus building, problem solving, negotiation skills, commercial acumen, leadership and networking.

Performance Measures

• Sales Planning and Review
• 18 month Revenue
• Number of new accounts opened
• Profitability
• Service Line Mix
• Market Development
• Customer Prospecting
• Opportunity Identification and Qualification
• Proposal Development
• Proposal Negotiation and Closure
• Contracting and MSA
• Account Planning and Review
• Account Revenue
• CSAT / ELF scores
• People Management
• Organization Initiatives

Seniority level

• Mid-Senior level

Employment type

• Full-time

Job function

• Business Development and Sales

Industries

• IT Services and IT Consulting