Senior Business Development Manager

Job Description

Business Planning - Organization / Unit Level

Provides revenue and profitability numbers for TAL accounts. Market / segment analysis & needs / services / solutions identification to the help setting revenue / margin goals at the unit level

Sales Planning & Review

Is assigned the target accounts(TAL) identified by HoS, does customer profiling, A / C Planning and sets 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.

Market Development

Persuade clients to provide and commit to industry wide reference ,analyst references, case studies, joint webinars, and joint speaking engagements. Provide input on specific events / sponsorships to corporate marketing. Create and / or edit messaging around Infosys services and solutions as is necessary. Participates in events and conferences; Identifies new alliances, participates in joint alliance marketing events, conferences IN ORDER TO support revenue growth and increase ROI on events.

Customer Prospecting

With Client - Identifies the right contacts in the client organization. Secure meeting with the clients concerned. Sets 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_

Within Infosys / partners : Creates a / c plan, Enlists executive sponsorship, ensures active participation from HBUs / Partners concerned, provides account context( includes topics to avoid), allocates roles and responsibilities for ongoing client interactions, reviews meeting material IN ORDER TO penetrate the account by positioning Infosys strategically and as a trusted partner. Generates leads through - meetings / presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, deal consultants IN ORDER TO create a pipeline of opportunities (unqualified pipeline)

Opportunity Identification & Qualification

Identify the opportunities in the TAL and get them qualified for pursuit. Create an opportunity plan for top opportunities. Ensures alignment with appropriate partner units, exec sponsorships etc INORDER TO create a healthy pipeline across the service mix

Proposal Development

Identify the right team (with help of HoS, if required)_x000D_

• Identify the right external partners (based on fitment, market presence, internal capabilities, price and prospect preference). Provides intelligence on competition, Figure out the target price, helps get the internal approvals. Co-develops and provides inputs to the model / solution & provide content as is necessary IN ORDER TO develop a winning proposal

Proposal Negotiation & Closure

Sets up meeting with the prospect to present technical proposal. Discuss the commercials, Identifies the right team for the meetings. Negotiate commercials, get LOE / SOW; upload the LOE / SOW in the system _x000D_INORDER to ensure a win and sufficient and necessary document to start the work. Negotiates teaming agreements and prices with external partners IN ORDER TO get the best price. _Effective handover of the project to delivery for execution (in case of the won projects).

EEO / About Us

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 provides equal employment opportunities to applicants and employees without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse / family member of a protected veteran; or disability.

Country

Mexico

State / Region / Province

Mexico

Work Location

Mexico City

Interest Group

Infy Mexico

Domain

Sales & Fulfillment ( Order Management)

Skillset

Domain|Sales|After Sales & Service

Company

Infosys Mexico

Role Designation

2867ASBUDM Senior Business Development Manager

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