BFS - Manager - CS - CSG

2 weeks ago

Pune, Maharashtra, India Infosys Full time ₹ 20,00,000 - ₹ 25,00,000 per year

Job Description:Provide client introductions customer context to internal teamsNavigate account to identify varied kinds of deals form and lead pursuit teams recommend defend the win price understand client drivers and competitor moves interface with client on expectations develop account plan review and follow itDrive MSA SOWs payments AR resolve delivery escalations and complaints mentor IBU account team with an objective of demonstrating business value to the clientMaintaining the Infosys price premium enhancing client satisfaction and growing the account as per the account plan WITHIN the assigned accountKey Responsibilities:Market Development Persuade clients to provide industry wide references IN ORDER TO support revenue growth outside the account and increase ROI on eventsCustomer Prospecting Provide client introductions customer context etcTo support the HBU G EM s efforts in his her account IN ORDER TO open diverse service lines HBUs in his her accountOpportunity Identification and Qualification Navigate the account to identify varied kinds of deals in the account IN ORDER TO increase Infosys revenue and HBU mix and improve market shareProposal Development Internal Form pursuit team across Bus external partners if neededPosition client facing team with client explain client context coach the pursuit team suggest win price and drive this among various Bus based on competitive intelligence future potential positioning with clientDrive consensus between Bus on pricing including revenue transfer if requiredRecommend and defend win price at the appropriate levels considering the size of the deal of management finance and procure all approvalsExternal Clarify client expectations where possible coach the client on what s he can expect based on knowledge of the account and industryCollect ground level intelligence on client drivers and competitor movesSet expectations and ratify the solution with client IN ORDER TO demonstrate business value to the client maintain Infosys price premiumTechnical Requirements:Proposal negotiation and Closure External Set up and facilitate proposal coaching sessions between client and pursuit team s technical domain expertsDrive client consensus or at least neutralize opponents articulate business value and drive pricing IN ORDER TO articulate business value and win the deal at the right premiumContracting and MSA Facilitates the discussion for the commercial manager point of escalation if needed IN ORDER TO ensure quick closure of the contract with acceptable level of risk to Infosys 7Account Planning and Review Develops the account plan in conjunction with the other stakeholders service line HBU mis revenues profitabilityDevelops relationship map market share analysis communicates and executes as per the A c plan conducts periodic review of the plan with higher management in Infosys IN ORDER TO grow in the account as per planAccount MiningPreferred Skills:Domain->Sales->Sales Execution

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