1. Sales Planning and Review

The Practice engagement Manager provides data points to the Region Head to help create a realistic sales plan.

1. Market Development

The Practice Engagement Manager persuades clients to provide industry wide references; provides input on specific events / sponsorships to corporate marketing; participates in events and conferences in order to support revenue growth outside the account and increase ROI on events.

1. Opportunity Identification and qualification

The Practice Engagement Manager navigates the account to identify varied kinds of deals in the account in order to increase business footprint.

1. Proposal Development

The Practice engagement Manager will partner with Vertical Segment Sales and SAP Delivery Management and be a part of the integrated pursuit team. S/He will create compelling value proposition to new SAP deals and ensuring rich quality, seamless solution, that uniquely positions Infosys

1. Proposal Negotiation and Closure

The Practice Engagement Manager will (in case of multiple BU pursuits) align with the Segment Sales and Delivery Management . S/He will set up and facilitate proposal-coaching sessions between client and pursuit team's technical / domain experts. S/He will 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.

1. Contracting and MSA

The Practice engagement Manager provides inputs to the Commercial Manager. S/He will be the point-of-escalation if needed, in order to ensure quick closure of the contract from solution and estimation perspective with adequate due diligence and clarity

1. Account Planning and Review

The Practice Engagement Manager contributes in the Account plan, communicates and executes as per plan. S/He conducts periodic review of plan with higher Management in order to grow in the Account as per plan.

1. Account Mining

The Practice Engagement Manager prepares for client meeting as per IBU EM's guidelines, participates actively in client meetings; works with IBU EMs to close any opportunities generated in order to expand HBU footprint in account as per plan. S/He works with HBU Delivery closely, providing account context and techno-functional review of the meeting material.

1. Account Operations

The Practice Engagement Manager supports signs off on SOWs / Contracts and follows up with the client to sign SOWs (all for the HBU) and upload into OMS; resolves any disputed amounts invoiced; follows up with clients (at succeeding levels if necessary) for release of payments. S/He identifies the right list of clients for CSAT and follows up with client if necessary for CSAT and ELF; in order to minimize revenue leakage for services delivered and enhance client satisfaction.

1. People Management

The Practice Engagement Manager mentors HBU account team, works closely with Delivery Managers / Heads to provide development feedback for senior delivery team members of the account management team, coach direct reports in order to improve CSAT, ESAT and de-risk the engagement.

1. Organization Initiatives

The Practice Engagement Manager leverages account context to present these favorably to the customer (CSAT Actionizing) in order to get added learning and growth opportunities and additionally contribute to the organization.

Knowledge, Skills required for the role

Knowledge:

• Overall 10 to 25 years of SAP consulting experience with achievements in service delivery, sales, presales, advisory or competency leading capacity
• Strong Delivery background - hands-on SAP consulting services track record of at least 10 years as a Consultant / Developer / SME
• Expertise in Presales - client C-level advisory and solution presentation experience of at least 2 years
• Industry orientation – deep experience of working with one or multiple industry segments across multiple organizations e.g., Retail, CPG, Chemicals, Energy etc.
• SAP SE Connect - direct relation with SAP folks from Sales leaders (Country Head/GAD/AE), Partner Management, Product Management, Customer Success
• Solution orchestration - SAP-led solution (potentially including non-SAP components) with over 10 IT products seamless integrated value proposition building for new deals
• Presentations – proven capability of engaging CXO and Sr. executive with whiteboarding, presentations with and without any aids slide PowerPoint, very high expertise to prepare high impact presentations
• Commercials – as a consulting partner, contemporary commercial models for various types of SAP services, packaging various cost components, estimations, resource loading
• SAP RISE, Grow – experience of at least 3 deals or programs in SAP RISE and Grow constructs, methodologies, role clarity for SI, SAP and client
• SAP Business Suite, Apps, BDC, Business AI – familiarity with SAP AI offerings, any hands-on experience, certifications will be a plus
• Good understanding of LoB Apps – IBP, Ariba, SFSF, CX, Concur, Fieldglass, Qualtrics, Central Finance
• Europe experience – at least 8 years of stay and work experience in any European countries with cultural sensitivity, social integration, any European language proficiency in addition to English will be a big plus
• Travel – Flexibility for short travels across EMEA region with short notice

Skills:

• Industry know-how – expertise of working with multiple companies in an industry segment with deep business process knowledge e.g., Retail, CPG, Energy, Discrete Manufacturing, Pharma etc.
• SAP Hands-On Delivery – Proven record of SAP Service delivery / SAP Program Management
• SAP Services Proposal building – integrating multiple functional and technical components into compelling solution with right estimates
• Client-orientation - understand client organization and drive value maximization with our solution
• Maturity and creativity during sales pursuit and service Delivery to oversee teams and drive towards set goals
• effective and structured verbal and non-verbal communication skills (consultative skills)
• Stakeholder Management – interpersonal skills to interact with senior executives
• Languages – Very good fluency in English. Additional linguistic skills in German, French will be an added advantage

Performance Measures

1. Sales Planning and Review

Revenue, Profitability; Service Line (i.e. HBU) Mix as % of total account revenue.

1. Opportunity Identification and Qualification

Number of requests for proposals - could be sole sourced or not.

1. Proposal Development

Average Infosys PAT across the proposals submitted; average HBU PAT across the proposals submitted.

1. Proposal Negotiation and Closure

Dollar proposals won; Number (and $) of proposals won / Number (and $) of total proposals submitted.

1. Contracting and MSA

Contract / SOW risk rating below XX (as per the grading exercise being carried out in CMS).

1. Account Planning and Review

HBU Revenue; HBU margin; number of large deals; number of new buying centers.

1. Relationship Management

Number of client escalations to next (GEM) level; number of CXO meetings; CSAT; ELF scores.

1. SAP Partnership

SAP Partnership KPIs as per role, connect with various stakeholders within SAP

1. Learning and SAP Certifications

Latest SAP certifications and continuous learning on new areas

Minimum Experience:
14 years for BE or Liberal Arts graduate or 12 years for MBA graduate.

Knowledge:
Span multiple industry/domains regarding the service line.

Tasks
Assist BDMs with pursuits of prospects across different sectors; Mentor EM, proficiency Level 1.