Job Description :
Infosys is seeking a Sales Manager to lead Hi-Tech sales. The role is anAssociate Manager-Client Services(AMCS) responsible for all client interfaces within the assigned account scope. The AMCS works together with his manager (Senior MCS/MCS) to build an account plan and is responsible for client management based on the account plan. Usually, the AMCS handles a single account or part of a large account with P&L of up to $20 million. This position is based in Sunnyvale, California.
Key Responsibility AreasforAssociate Manager-Client Serviceswithin the assigned account scope:
Client relationship management –manage relationships with operational client personnel – those directlyinvolved with the client’s presenceSupport 360-degree relationship governance & cadence of reviews
Support creation of solutions & offering that are disruptive and differentiated in the marketBusiness development – build a portfolio of up to $20M - drive revenues within the assigned account scope by being the owner of the entire Opportunity Management Cycle: Prospect-Evaluate-Propose-Close. This involves identifying business opportunities, selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance.
Conduct research and competitor analysis, create proposals/pitches, validate estimates/effort, deliver client presentations and negotiate with clients.
Client delivery assurance – assure the client of Infosys commitment and drive the delivery process by working collaboratively with the Delivery Managers in the business unit.
Collaborate with the Delivery Manager to address all people or infrastructure related issues that may be affecting the delivery of the project vis-à-vis the specific client.
Balance different projects running for the client that may involve different delivery managers or horizontal competency units’ resources.
Take go-to-market solutions to accounts within the account scope -responsible for driving revenues from go-to-market solutions being sponsored by the business unit.
Work closely with the Solutions Leader to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope.
Account planning and governance - completely responsible for all Client Management processes – Plan-Sell-Deliver-Manage.
Build an account plan for the account scope – with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed.
Make pricing decisions within the scope of the Master Services Agreement.
Support pre-sales proposals for new business development outside of account scope.
Provide necessary input for building future alliances with relevant product vendors.
Please Note: This description does not cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee.Preferred Qualifications
• Bachelor’s degree or foreign equivalent required from an accredited institution. Should have 8+ years of experience in sales/account Management.Track record of interacting and building relationship with CXO level client contacts.
Global Delivery Model experience desirable.
Experience working with OEMs/ISVs or Semi conductor industry is a plus
Experience managing large multi-location consulting engagement teams desirable.
Track record as Account Manager in a rapidly growing client relationship highly desirable.
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.About us:
Infosys is a global leader in consulting, technology and outsourcing solutions. We enable clients, in more than 30 countries, to stay a step ahead of emerging business trends and outperform the competition. We help them transform and thrive in a changing world by co-creating breakthrough solutions that combine strategic insights and execution excellence.
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