| Role | Engagement Senior Manager | ||
| Role Designation | Senior Manager / Senior Manager – Client Services | ||
| Career Stream | Global Markets | ||
| Career Sub Stream | Client Services | ||
| Reports to | Group Senior Manager - Client Services |
Billable Role (Y/N) |
N |
| Supervises | Associate Business Development Manager/ Associate Senior Manager -- Client Services/ Associate Sales Manager |
Billable Utilization |
NA |
|
Financial Size (Revenue/ Budget/Span) |
~ $80M per year across small, medium and large accounts. |
Incumbency (Single/ Multiple) |
Multiple |
|
Team Size & Dispersion (Direct & Indirect reports, Single/ Multiple locations) |
Number of Direct reports : 1 AEM and 1 EM. Likely to expand in future |
Location (Onsite/ Offshore) |
Basel, Switzerland |
|
Operating Network (Internal) |
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. |
||
|
Operating Network (External) |
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.) |
1
| Senior Manager / Senior Manager – Client Services |
| We 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. 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. |
Areas of Responsibility
- Market Development and Prospecting
The 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
- Opportunity Identification and Qualification
The 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.
- Proposal Development, Negotiation and Closure
The 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.
- Contracting and MSA
The 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.
- Account Planning and Review
The 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.
- Account Mining
The 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.
- Account Operations
The 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.
- Relationship Management
The 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.
Knowledge, Skills required for the role
Knowledge: 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.
Skills: 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).
Senior Manager - Client Services - MFGS in Stuttgart Arbeitgeber: Infosys
Infosys ist ein hervorragender Arbeitgeber, der seinen Mitarbeitern die Möglichkeit bietet, an spannenden SAP QM Projekten in einem dynamischen und unterstützenden Umfeld zu arbeiten. Mit einem starken Fokus auf berufliche Weiterentwicklung, einer inklusiven Unternehmenskultur und wettbewerbsfähigen Vergütungen, einschließlich Boni, fördert Infosys das Wachstum seiner Mitarbeiter und ermöglicht ihnen, ihre Fähigkeiten in einem globalen Kontext zu erweitern. Die Lage des Unternehmens bietet zudem Zugang zu einem vielfältigen Netzwerk von Fachleuten und innovativen Technologien, was die Arbeit hier besonders bereichernd macht.
