Associate Practice Engagement Manager

Location – Frankfurt, Germany

Compensation – Competitive (including bonus)

Infosys is a global leader in next-generation digital services and consulting.

We enable clients in 59 countries to navigate their digital transformation.

With over four decades of experience in managing the systems and workings of global enterprises, we expertly steer clients as they navigate their digital transformation powered by cloud and AI.

We enable them with an AI-first core, empower the business with agile digital at scale and drive continuous improvement with always-on learning through the transfer of digital skills, expertise, and ideas from our innovation ecosystem.

We are deeply committed to being a well-governed, environmentally sustainable organization where diverse talent thrives in an inclusive workplace.

If you are interested in being part of a learning culture, where teamwork and collaboration are encouraged, excellence is rewarded, and diversity is respected and valued, take a moment and explore the below job opportunity.

Job Description

• Gather ground-level intelligence on client priorities, business drivers, decision-making dynamics, and competitor movements.
• Form and lead pursuit teams across Infosys Business Units, driving alignment on solution scope, commercials, pricing, and revenue transfer mechanisms.
• Own end-to-end solution development by working closely with Business Units, solution leads, delivery teams, and other stakeholders to create differentiated value propositions across:
• S/4HANA Transformation Programs
• SAP Migrations
• Cloud and other SAP-related offerings
• Recommend, justify, and defend win-price at the appropriate levels, while securing all required internal approvals.
• Position the client-facing team effectively by sharing client context, coaching the pursuit team, and aligning stakeholders on the engagement strategy.
• Clarify client expectations and validate proposed solutions directly with the client.
• Drive the complete proposal and pursuit process to closure in collaboration with the BDM / Account Manager.
• Demonstrate strong knowledge of SAP technologies, methodologies, tools, value accelerators, and frameworks, with deep expertise in S/4HANA and related transformation offerings.
• Recommend differentiators such as portfolio analysis, value accelerators, and solution frameworks to create a superior and competition-differentiated proposal.
• Set up and facilitate proposal coaching sessions between the client and pursuit team experts.
• Build client consensus, address objections, neutralize blockers, articulate business value, and drive commercial discussions to closure.
• Account Planning & Review
• Develop SAP Services account plans in collaboration with Account Managers and other internal stakeholders.
• Communicate, execute, and monitor progress against the agreed account plan.
• Conduct periodic reviews of account plans with senior management and key stakeholders within Infosys.
• Review and refine account plans to ensure planned growth across revenue, margin, utilization, and overall account objectives.
• Account Mining
• Identify the right client stakeholders, secure meetings, and define appropriate agendas for meaningful business discussions.
• Anchor client meetings and work towards closure of identified opportunities.
• Partner with SAP ecosystem partners and ensure their active participation in relevant client pursuits.
• Provide account context to internal teams and allocate roles and responsibilities for ongoing client interactions.
• Review client meeting materials to ensure alignment with account objectives, client priorities, and pursuit strategy.
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