Purpose of the role
Create HBU specific sales plan, provide targeted HBU pitch, sales collateral to customers while collaborating with IBU BDM / Senior Manager - CS, build internal consensus and priority for opportunity. Review preparation and outcomes with HBU Manager - CS in proposal negotiation, closures and for MSA / contracts. Act as an escalation point if necessary, sign of SOWs / contracts, follow up if necessary on payment release, disputed invoices WITH AN OBJECTIVE OF ensuring achievement of sales target as per plan, adding existing Infosys customers to the HBU's customer base and increasing HBU footprint in existing HBU customer accounts, prioritizing sales effort and resources to maximize chances of winning WITHIN the set of assigned accounts.
- Sales Planning & Review
The Senior Practice Engagement Manager creates HBU - specific sales plan, in conjunction with IBU Unit Sales Head, IBU Segment Head and HBU Segment Head. S/He signs off on target account list, to ensure achievement of sales target as per plan.
- Market Development
The Senior Practice Engagement Manager routes the requests in their portfolio, provides input and participates in specific events to corporate marketing. S/He writes white papers on trends; gathers information from market on competitive positions of service lines; pilots innovative pricing schemes; evangelizes service lines through pilots, to support revenue growth outside the account and increase ROI.
- Customer Prospecting
The Senior Practice Engagement Manager ensures HBU provides the right sales collateral, visits prospects with the IBU BDMs to win more customers for his / her HBU and Infosys. Visits Infosys customers to provide targeted HBU pitch leveraging existing presence and account context, to add an existing Infosys customer to the HBU's customer base.
- Opportunity Identification & Qualification
The Senior Practice Engagement Manager builds internal consensus and priority for the opportunity, to prioritize sales effort and resources to maximize chances of winning.
- Proposal Development
The Senior Practice engagement Manager reviews work and helps with approvals internal to the HBU. Performs the HBU Manager – CS’s role in his / her absence, so as to the support him / her while also considering the HBU's targets.
- Proposal Negotiation & Closure
The Senior Practice Engagement Manager reviews preparation and outcomes with HBU Manager – CS, and act as an escalation point if necessary. In absence of the HBU Manager - CS, perform similar role to that outlined for him / her.
External: Set up and facilitate proposal-coaching sessions between client and pursuit team's technical / domain experts, drive client consensus, neutralize opponents, articulate business value and drive pricing, to articulate business value and win the deal at the right premium.
- Contracting & MSA
The Senior Practice Engagement Manager reviews the preparation and outcomes, acts as an escalation point if necessary. Provides HBU-specific inputs to and can be the point-of-escalation if needed, so as to ensure quick closure of the contract with an acceptable level of risk to Infosys.
- Account Planning & Review
The Senior Practice Engagement Manager reviews HBU Manager – CS’s account specific plan, to ensure planned growth for the HBU (revenue, margin, utilization) so as to grow the account as per plan.
- Account Mining
The Senior Practice Engagement Manager prepares for client meeting as per guidelines, and participates actively in client meetings. S/He works to close any opportunities generated, to expand HBU footprint in account as per plan. S/He performs the HBU Manager – CS’s tasks, in his / her absence.
- Account Operations
The Senior Practice Engagement Manager signs off on SOWs / Contracts and follows up with the client to sign SOWs (all for the HBU) and upload into OMS. S/He resolves any disputed amounts invoiced, follows up with clients for release of payments; identifies list of clients for CSAT and follows up if necessary for CSAT and ELF, to minimize revenue leakage for services delivered and enhance client satisfaction.
- Relationship Management
The Senior Practice Engagement Manager reviews and organizes support for HBU Manager - CS. S/He performs the activities in his / her absence, so as to position Infosys as a trusted, easy partner to do business with.
- Merger & Acquisition
The Senior Practice Engagement Manager qualifies opportunities from the field / clients and passes on to Segment Head. S/He reviews and finalizes the business case for evaluation by Segment Head in order to improve Infosys' competitive position and market share in that segment.
- People Management
The Senior Practice Engagement Manager mentors account team, works closely with Delivery Managers / Heads to provide development feedback for senior delivery team members of the account management team, coaches direct reports, etc. in the absence of the Manager – CS, to improve CSAT, ESAT and de-risk the engagement. If HBU Manager – CS id present, s/he supports him / her in their efforts. In addition, s/he participates in recruitment for own portfolio and the organization, and uses wider visibility to provide developmental opportunities as needed.
- Organization Initiatives
The Senior Practice Engagement Manager leverages account context to present these favorably to the customer, to get added learning and growth opportunities and additionally contribute to the organization. 