Senior Manager - Client Services - LS

h3Role Information /h3 /brpbRole: /b Engagement Senior Manager /p /brpbRole Designation: /b Senior Manager / Senior Manager – Client Services /p /brpbCareer Stream: /b Global Markets /p /brpbCareer Sub Stream: /b Client Services /p /brpbReports to: /b Group Senior Manager - Client Services /p /brpbBillable Role (Y/N): /b /p /brpbSupervises: /b Associate Business Development Manager/ Associate Senior Manager -- Client Services/ Associate Sales Manager /p /brpbBillable Utilization: /b NA /p /brpbIncumbency: /b Multiple /p /brpbFinancial Size (Revenue/ Budget/Span): /b ~ $80M per year across small, medium and large accounts. /p /brpbTeam Size Dispersion: /b Number of Direct reports : 1 AEM and 1 EM. Likely to expand in future /p /brpbLocation: /b Basel, Switzerland /p /brpbOperating Network (Internal): /b Group Senior Manager - Client Services, Associate Senior Manager - Client Services/ Business Development Associate , All HBUs, IBU delivery, Finance, Legal, HR, CCD, IS, UPAMs, GEMs, DHs, IBU Heads, and NBD team. /p /brpbOperating Network (External): /b Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit compliance), Alliance partners, and other contractors (direct competitors, other companies managing PMO, independent contractors etc.) /p /brp1Senior Manager / Senior Manager – Client ServicesWe are looking for a Senior Sales professional in our Client Services Group in Basel. Experience in serving clients in Europe in IT Services area is a must-have experience. Our focus is Services accounts; with specific focus on Life Services Industry. Experience working with any one or more of these industry segments will be preferred. /p /brpProvide 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. /p /brh3Areas of Responsibility /h3 /brul /brliMarket Development and Prospecting /brThe Senior Manager – Client Services analyses the current accounts and target prospects to identify right set of Buyers, their buying patterns and help tailor offerings, solutions for specific industry segment, account. S/He is responsible for reaching out to identified target Buyers through multiple levers, such as Cold-calling, partnerships, events /li /brliOpportunity Identification and Qualification /brThe Senior Manager – Client Services will navigate the account to identify varied kinds of deals in the account in order to increase Infosys' revenue and market share. /li /brliProposal Development, Negotiation and Closure /brThe Senior Manager – Client Services will form pursuit team across Infosys internal units / external partners if needed. S/He positions 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. S/He sets up and facilitates proposal‑coaching sessions between client and pursuit team’s technical / domain experts and drives the proposal to closure. /li /brliContracting and MSA /brThe Senior Manager – Client Services facilitates the discussion between Client and Infosys teams involved in contracting (Legal, Data Privacy..), and acts as the point-of‑escalation if needed, in order to ensure quick closure of the contract with acceptable level of risk to Infosys. /li /brliAccount Planning and Review /brThe Senior Manager – Client Services develops the Account Plan in conjunction with the other stakeholders (Service line/HBU mix, revenues, profitability. S/He will develop relationship map, and market share analysis. S/He communicates and executes as per the A/c plan; and conducts periodic review of the plan with higher Management in Infosys in order to grow in the Account as per plan. /li /brliAccount Mining /brThe Senior Manager – Client Services identifies the right contacts within the client organization, secures meetings with the clients appropriately; sets appropriate agenda (client context, pain points, industry / competitive context, Infosys value proposition). S/He anchors meetings and closes any opportunities generated. S/He reviews meeting material in order to grow the account by positioning Infosys strategically and as an existing trusted partner. /li /brliAccount Operations /brThe Senior Manager – Client Services signs off on SOWs / Contracts and follows up with the client to sign off on the SOWS. S/He is responsible for Collections of AR. /li /brliRelationship Management /brThe Senior Manager – Client Services handles customer complaints about project executions across IBU delivery and HBUs, as well as negotiates on MSAs and SOWs (which the Commercial Senior Manager leads). S/He identifies and recommends the right Infosys executives (starting with Segment Heads) with whom the client can connect; sets up meetings and sets the right expectations. S/He sets up periodic reviews with important customer stakeholders as per the pre‑agreed format. /li /br /ul /brh3Knowledge, Skills Required For The Role /h3 /brpbKnowledge: /b Knowledge of outsourcing business, cost revenue drivers for an IT organization, Business case creation, Financial ratios and analyses (IRR, NPV, ROCE etc.), Statistical analyses (regression, correlation, mean, median, mode, frequency distributions), and knowledge of legal contracting issues. /p /brpbSkills: /b Effective and structured communication skills (consultative skills combined with business case creation knowledge), conflict resolution / consensus building skills within Infosys as well as with partners / clients. Problem solving skills, negotiation skills, and commercial acumen. Identification of the political landscape, leadership skills, presentation skills and relationship‑building skills (a good sense of humor is an advantage). /p #J-18808-Ljbffr