[Remote] Senior Practice Sales Manager

Note: The job is a remote job and is open to candidates in USA. Infosys is a global leader in next-generation digital services and consulting. The Senior Practice Engagement Manager – Practice Sales role is pivotal in driving business success through strategic client engagement and account management, requiring strong leadership and relationship management skills to enhance client satisfaction and expand account growth.

Responsibilities

• Client Introductions and Contextual Understanding: Act as the bridge between clients and internal teams by providing valuable introductions and contextual insights. This enables the team to tailor solutions that meet client-specific needs and expectations
• Account Navigation and Deal Identification: Skillfully navigate client accounts to uncover various opportunities for business deals. This involves a keen understanding of the client's business and marketing landscape and a proactive approach to identifying potential areas for collaboration and expansion
• Pursuit Team Leadership: Formulate and lead dedicated pursuit teams that are aligned with the strategic objectives of Infosys Aster. Guide these teams in developing compelling proposals and solutions that resonate with client needs
• Strategic Pricing and Negotiation: Recommend and defend competitive win prices, ensuring they align with client value perceptions while maintaining Infosys' price premium
• Client Expectations and Relationship Management: Set and manage client expectations effectively, ensuring transparent communication and mutual understanding. Develop and execute comprehensive account plans that enhance client satisfaction and drive account growth
• Market Insight and Competitor Analysis: Stay informed about industry trends, client drivers, and competitor moves. Use this intelligence to adapt strategies and maintain Infosys' leadership position in the market
• Contract and Account Operations: Oversee the contracting process, ensuring swift closure and acceptable risk levels. Handle escalations related to service delivery, payment disputes, and client complaints to maintain a smooth operational workflow
• Account Growth and Strategic Planning: Develop and review strategic account plans to ensure alignment with business goals. Engage with various client departments and stakeholders to expand the footprint of Infosys services
• Mentorship and Team Development: Mentor the account team and collaborate with delivery managers to provide feedback and guidance, fostering a high-performance culture and enhancing client delivery outcomes

Skills

• Bachelor's degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education and 14+ years of experience, with strong sales/relationship management/account management experience
• Significant business development and project management experience
• Prior experience of CMO's relationships and knowledge of Marketing domain across industry verticals
• Track record of interacting and building relationship with C-level client contacts
• Hands-on experience with proposal creation and leading proposal presentations
• Strong leadership, interpersonal, communication and presentation skills
• Wide variety of IT and business consulting engagement experience
• MBA degree or foreign equivalent and 10+ years of experience
• Knowledge of industry specific go-to-market solutions
• Demonstrated experience in the origination and closure of large deal opportunities is essential. Industry expertise in sectors such as Oil & Gas, Utilities, Services, Consumer Products/Retail, or CMT will be a significant advantage
• Good understanding of industry specific business issues and drivers
• Global Delivery Model experience
• Experience managing large multi-location consulting engagement teams
• Track record as an Account Manager in a rapidly growing client relationship

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