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Infosys · 9 hours ago

Senior Practice Engagement Manager - IT Global Capability Centers (GCCs

Dallas, TX

Full-time

Onsite

Senior Level, Lead/Staff

16+ years exp

Infosys is a global leader in next-generation digital services and consulting. They are seeking a Senior Practice Engagement Manager to drive end-to-end sales for Global Capability Centers, collaborating with cross-functional teams to propose tailored solutions and maintain relationships with CXO-level stakeholders.

ConsultingInformation ServicesInformation TechnologyIT ManagementSoftware

No H1B

Responsibilities

Drive end-to-end sales for Global Capability Centers (GCCs), from opportunity identification to deal closure

Collaborate with cross-functional teams to design and propose tailored GCC solutions to clients

Identify and pursue new GCC opportunities across various industries and geographies

Develop and maintain strong relationships with CXO-level stakeholders to understand their GCC needs

Lead the creation of compelling proposals and presentations that address client requirements

Coordinate with delivery and solution teams to ensure feasibility and alignment of proposed GCC solutions

Stay updated on industry trends and competitive landscape to inform sales strategies

Do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level

Create and / or edit messaging around Infosys services and solutions as is necessary

Research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts

Negotiate teaming agreements and prices with external partners

Negotiate MSA terms and conditions

Effectively handover the project to delivery for execution (in case of the won projects)

Develop account plan, relationship map, Sign off on SOWs, submit invoices, follow up for payment release

Coming up with a winning strategy to meet A/C opening and revenue targets, penetrating the account by positioning Infosys strategically and as a trusted partner, develop a winning proposal, ensure a win and sufficient and necessary document to start the work, creating a pipeline of opportunities across the service mix, creating a long term relationship with the prospect and growing in the account

The Business Development Manager will provide revenue and profitability numbers for TAL accounts

The Business Development Manager will, for the assigned the target accounts(TAL) identified by HoS, do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level, in order to come up with a winning strategy to meet A/C opening and revenue targets

The Business Development Manager will persuade clients to provide and commit to industry wide reference, analyst references, case studies, joint webinars, and joint speaking engagements

The Business Development Manager will identify the right contacts in the client organization, secure meeting with the clients concerned, set appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions, anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners, research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts

The Business Development Manager will create a/c plan, enlist executive sponsorship, ensure active participation from HBUs / Partners concerned, provide account context (includes topics to avoid), allocate roles and responsibilities for ongoing client interactions, review meeting material in order to penetrate the account by positioning Infosys strategically and as a trusted partner

The Business Development Manager will identify the opportunities in the TAL and get them qualified for pursuit, create an opportunity plan for top opportunities, ensure alignment with appropriate partner units, exec sponsorships etc. in order to create a healthy pipeline across the service mix

The Business Development Manager will identify the right team (with help of HoS, if required), right external partners (based on fitment, market presence, internal capabilities, price and prospect preference)

The Business Development Manager will set up meeting with the prospect to present technical proposal, discuss the commercials, identify the right team for the meetings, negotiate commercials, get LOE / SOW, and upload the LOE/SOW in the system, in order to ensure a win and sufficient and necessary document to start the work and negotiate teaming agreements and prices with external partners in order to get the best price

The Business Development Manager will identify "MSA accounts", position Infosys as strategic partner with presenting value proposition and create environment for signing an MSA (e.g. empanelment.), negotiate MSA terms and conditions in order to create a long term relationship with the prospect

The Business Development Manager will develop the Account Plan in conjunction with the other stakeholders (Service line mix, revenues, profitability)

The Business Development Manager will identify the right contacts in the client organization, secure meeting with the clients concerned and sets appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions), anchor meetings and close any opportunities generated

The Business Development Manager will sign off on SOWs / Contracts and follow up with the client to sign SOWs and upload into OMS

The Business Development Manager will handle customer complaints about project executions across IBU delivery and HBUs identify and recommend the right Infosys executives with whom the client can connect, set up meetings and set the right expectations

The Business Development Manager will (Within Infosys) collaborate with Delivery management (HBU & IBU delivery), HoS, Finance / Legal and IBU Leadership to resolve escalations

The Business Development Manager will guide team members, career planning, mentoring, reviews, appraisals, salary input, promotion input, grievance handling, in order to ensure an engaged employee

The Business Development Manager will take part in the organization level initiatives as guided by the manager in order to contribute to the growth / success of the organization

Qualification

IT services salesGCC modelsNegotiation skillsBusiness case creationFinancial analysisPresentation skillsNetworking skillsCommunication skillsConflict resolutionProblem solvingLeadership skills

Required

16–25 years of experience in IT services sales, with a focus on GCCs or shared services

Proven track record of successfully selling complex solutions to large enterprises

Strong understanding of GCC models, including setup, operations, and governance

Excellent communication and negotiation skills, with the ability to influence at senior levels

Knowledge of outsourcing business, cost and revenue drivers for an IT organization, Business case creation, Financial ratios and analysis (IRR, NPV, ROCE etc.), Statistical analysis (regression, correlation, mean, median, mode, frequency distributions), Presentation skills, knowledge of legal and contracting issues, develop a high level knowledge (including value proposition) of Infosys' offerings

Effective and structured communication skills (consultative skills when combined with business case creation above), conflict resolution / consensus building skills, problem solving skills, negotiation skills, Commercial Acumen, identification of political land, sense of humor, leadership and networking skills