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Job details
Country: Ireland
State / Region / Province: Ireland
Work Location: Dublin
Domain: Global Markets
Interest Group:
Skills:
Company: ITL Ireland
Requisition ID: 127650BR
Areas of Responsibility:
1. Market Development and Prospecting
2. Opportunity Identification and Qualification
3. Proposal Development, Negotiation and Closure
4. Contracting and MSA
5. Account Planning and Review
6. Account Mining
7. Account Operations
8. Relationship Management
Job description:
The Senior Manager – Client Services analyses the current accounts and target prospects to identify the right set of buyers, their buying patterns, and help tailor offerings and solutions for specific industry segments and accounts. S/He is responsible for reaching out to identified target buyers through multiple levers, such as cold-calling, partnerships, and events.
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.
The Senior Manager – Client Services will form a pursuit team across Infosys internal units and external partners if needed. S/He positions the client-facing team with the client, explains client context, coaches the pursuit team, suggests win price, and drives this among various BUs based on competitive intelligence, future potential, and positioning with the client. S/He sets up and facilitates proposal-coaching sessions between the client and the pursuit team's technical/domain experts and drives the proposal to closure.
The Senior Manager – Client Services facilitates the discussion between the client and Infosys teams involved in contracting (Legal, Data Privacy, etc.), and acts as the point-of-escalation if needed, in order to ensure quick closure of the contract with an acceptable level of risk to Infosys.
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 a relationship map and market share analysis. S/He communicates and executes as per the Account Plan and conducts periodic reviews of the plan with higher management in Infosys in order to grow in the account as per the plan.
The Senior Manager – Client Services identifies the right contacts within the client organization, secures meetings with the clients appropriately, sets appropriate agendas (client context, pain points, industry/competitive context, Infosys value proposition), 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.
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.
The Senior Manager – Client Services handles customer complaints about project executions across IBU delivery and HBUs, negotiates on MSAs and SOWs (which the Commercial Senior Manager leads), 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).
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