Job Description

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Provide client introductions customer context to internal teams Navigate account to identify varied kinds of deals form and lead pursuit teams recommend defend the win price understand client drivers and competitor moves interface with client on expectations develop account plan review and follow it Drive MSA SOWs payments AR resolve delivery escalations and complaints mentor IBU account team with an objective of demonstrating business value to the client Maintaining the Infosys price premium enhancing client satisfaction and growing the account as per the account plan WITHIN the assigned account

Key Responsibilities:

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

Technical Requirements:

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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 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 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 Account Mining

Additional Responsibilities:

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Account Operations Sign off on SOWs contracts and follows up with the client to sign off on the SOWs Acts as the next level escalation beyond the commercial manager for invoice disputes payment release etc follows up with the client for CSAT and ELF whatever necessary IN ORDER TO minimize revenue leakage for delivered and enhance client satisfaction Relationship Management Merger and acquisition Reviews account specific competitor and opportunity analyses to commercial manager in order to help validate the business case People Management

Preferred Skills:

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Domain->Sales->Sales Execution