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Req. for the Associate Manager/Manager - Sales

7.00 to 12.00 Years   Bangalore   09 Apr, 2023
Infosys Limited
Job LocationBangalore
EducationNot Mentioned
SalaryNot Disclosed
IndustryIT - Software
Functional AreaSales / BD
EmploymentTypeFull-time

Job Description

    To perform competitor analysis for the IBUs, client introduction, provide analysis and ground intelligence, prepare customer maps of named customers, support the Manager - Client Services in contract negotiations, to identify right contacts in the client organizations and to inform IBU Manager - Client Services about customer complaints on project delivery WITH THE OBJECTIVE OF increasing the IBU footprint, leveraging Infosys first-hand experience against competitors, demonstrating business value to the client, growing accounts and minimizing revenue leakage WITHIN the boundaries of company policies and guidelines. 1. Market Development: The Associate Manager Client Services will perform competitive analysis for the segment for his account portfolio(s) - primary focus. S/He will work with other ADS for their analyses for a unified view across the segment for existing account portfolios. S/He will work with UPAM team for sector-specific competitor analysis (from outside sources) in order to leverage Infosys first-hand experience against competitors and get a ground assessment ; and to complement the corporate/unit-driven competitor analysis from Market Research which can bring in the perspective of accounts that are not yet customers for Infosys. S/He will proactively identify the prospects within the client organization or clients within the same industry in order to enhance the market share. 2. Customer Prospecting: The Associate Manager Client Services will provide client introductions and account context to help HBU G/EMs efforts in his account portfolio(s) in order to open diverse service-lines (HBUs) in his account in order to increase HBU footprint in the account. S/He will lead the Domain Solutions selling, Cross selling, new products, Intellectual Property selling. Page 2 of 4 3. Opportunity Identification and Qualification: The Associate Manager Client Services will provide analysis and ground intelligence regarding opportunities (including proactive opportunities) in his account portfolio(s) to the IBU EM in order to engage with the client early and strategically. 4. Proposal Development 5. Proposal negotiation and Closure 6. Contracting and MSA 7. Account Planning and Review 8. Account Mining 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. 1. Market Development Number of competitor analyses for his portfolio(s); Number of competitive analyses for his segment (collaborating with ADS of other accounts); Number of competitive analyses for his sector (with UPAMs). 2. Customer Prospecting Number of HBU NAOs. 3. Opportunity Identification and Qualification: Number of requests for proposals for deals USD 5M - could be sole sourced or not. 4. Proposal Development: Average PAT across the proposals submitted. 5. Proposal Negotiation and Closure Dollar proposals won; Number (and $) of proposals won/ Number (and $) of total proposals submitted. Negotiation effectiveness = Final Price/Going-in price.,

Keyskills :
salesmanagementmisqualityproject deliveryaccount planninggrowing accountsmarket developmentstatistical analysisproposal developmentcompetitive analysis

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