Business Head/Senior Director - CMT
Title - Business Head/Senior Director Industry - Telecommunication Location: Germany ( Role: Fulltime (Hybrid) Responsibilities: * Sales Planning and Review : reviews the sales plan, with Unit Sales Head and SEGMENT HEAD; signs off support on Unit Sales Head's target account list, to ensure Unit Sales Head's plan is successful. * Market Development – Persuades clients to provide industry wide references, provides input on specific events / sponsorships to corporate marketing to support revenue growth outside the account and increase ROI on events. He/she routes the requests in their portfolios so as to support revenue growth outside the account and increase ROI on events. * Customer Prospecting : provides referrals and account resources, high-level overview of work done at same-sector clients to help his IBU win more new customers with the right profile. * Provides client introductions, customer context etc. to support HBU's efforts in opening a new service line at the account, to diversify Infosys' footprint at the account. * Opportunity Identification \& Qualification : Navigates the account to identify varied kinds of deals in the account to increase overall revenue and improve HBU mix. * Builds internal consensus and priority for the opportunity so as to prioritize sales effort and resources to maximize chances of winning. * Proposal Development : Actively drives win price among various units based on competitive intelligence, future potential, positioning with client, driving consensus between units on pricing. * Recommends and defends win-price with management / Finance and gets approvals. * Additional : Gets client expectations clarified, gets ground intelligence on client drivers and competitor moves, sets expectations and ratifies solutions with client. * Proposal Negotiation \& Closure : Reviews preparation and outcomes with IBU Manager – CS and acts as escalation point if necessary. * Gets client expectations clarified, gets ground intelligence on client drivers and competitor moves, sets expectations and ratifies solution with client. * Provides sponsorship with the client, in order to articulate business value and win the deal at the right premium. * Contracting \& MSA : Supports on an as-needed basis to ensure quick closure of the contract negotiations with an acceptable level of risk to Infosys. * Account Planning \& Review : Reviews the Account plan in order to ensure planned growth as per plan. * Account Mining : Actively pursues new buying centers; Existing buying centers: Supports client and internal efforts to sell new service lines to existing buying centers, to grow the account by positioning Infosys strategically and as an existing trusted partner. * Account Operations : Manages by exception (i.e. follows up with EM in case of internal escalations from Finance/Unit Head). * Handles the tasks himself/herself for his/her direct portfolio / level; allocates these tasks in other cases and follows up where necessary, to minimize revenue leakage for services delivered and enhance client satisfaction. * Relationship Management : Supports the Engagement Manager in getting internal buy in; provides review guidance. * Review and allocation to position Infosys as a trusted, easy partner to do business with. * Merger \& Acquisition : Qualifies opportunities from the field / clients and passes on to Segment Head. * Reviews and finalizes the business case for evaluation by Segment Head to improve Infosys' competitive position and market share in that segment. * People Management : Mentors 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, to improve CSAT, ESAT and de-risk the engagement. * Participates actively in recruitment for own portfolio and the organization. Uses wider visibility to provide developmental opportunities for their team members in other accounts / portfolios as needed. * Organization Initiatives : leverages account context to present these favorably to the customer, to get added learning and growth opportunities and additionally contribute to the organization. Performance Measures * Sales Planning \& Review: 18 month Revenue; Profitability; and Service Line Mix. * Market Development: YoY increase in anticipated margin for the account portfolio. * Customer Prospecting: Number of NAOs; Number of HBU NAOs for existing account portfolio. * Opportunity Identification \& Qualification: Number of requests for proposals for deals > USD 10 M - could be sole sourced or not. * Proposal Development: Average PAT across the proposals submitted. About Us Infosys is a global leader in next-generation digital services and consulting. We enable clients in more than 50 countries to navigate their digital transformation. With over four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem. Infosys is an equal opportunity employer and all qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, spouse of protected veteran, or disability.