Business Development Executive - Communication, Media and Technology - Helsinki

Role - Business Development Executive (BDE)
Location - Helsinki, Finland
Practise Unit - Client Services - Finland

Purpose of the Role

Infosys invites you to be at the helm of its business driving function; by being part of a rapidly growing 350+ Europe team who function as the collective P&L owners of $6B dollars of annual business. This is a global markets role, and positions are based in Finland. Those interested in a long-term career in the Nordic region should apply.

The role involves managing key account(s) in Europe across CMT vertical (Communication, Media and Technology). You will be responsible for managing C/C-1 level relationships, positioning Infosys products and services, consultative selling, negotiating & structuring multiyear multi-million-euro services or bundled services + products deals. As part of our account team, you would be solely responsible for managing existing revenues from key account(s) as well as driving YoY revenue growth from either existing account(s) OR by prospecting & opening new account(s). The role exposes you to wide variety of IT services such as Cloud (CIS), Cyber Security, Data Analytics, ERP Systems, Emerging Technologies, and many others.

• The BDE conducts competitive analysis to develop a unified market view, collaborating with the UPAM team for sector-specific insights. They identify prospects and initiate communication with C-level executives to introduce Infosys solutions. Through consultative selling, they address gaps in client infrastructure, leveraging domain expertise to drive cross-selling and new product opportunities.

• The BDE is responsible for ensuring that the client or prospect involves Infosys in their Request for Proposal process. Upon receiving the RFP; the BDE functions as a single point of contact for the customer on behalf of Infosys and internally; aligns all technical and supporting function stakeholders to drive the deal to completion within stipulated timelines.

• The BDE is responsible for the creation of proposals and Statement of Work (SoWs), in the process coordinating with different stakeholders, such as the multiple delivery units of Infosys, procurement, and legal. S/He performs quantitative analysis to arrive at the win-price recommended including HBU split, and relevant competitor analysis in order to demonstrate business value to the client and maintain price premium.

• The BDE creates 'customer map' of named customers with potential/articulated objections to Infosys and recommend action, provides supporting analyses needed during negotiation in order to articulate business value and win the deal at the right price premium.

• The BDE provides a business-led view on items of contract negotiations e.g. which clauses could prove difficult for the team on the ground to implement, what do our competitors usually allow in contracting, relevant information about the lead negotiators from the client in order to understand Infosys' position on such matters. S/He has the authority to make decisions on the deal through appropriate discounts.

• Be responsible for mapping business areas for growth within the account. Leverage the existing client relationships to secure meetings and forge relationships with new customer stakeholders at the C/C-1 level and mine the account via new deals.

• Be the single point of contact for customer escalations and grievances. Maintain regular contact with customer stakeholders to address pain points and present Infosys' value propositions. Participate in executive reviews, ensure strategic positioning in presentations, and identify key stakeholders for CSAT and ELF to minimize revenue leakage and enhance client satisfaction.

• Oversee the revenue receipt and recognition from the services delivered to the client; Align with client stakeholders and review account operations periodically to ensure smooth operations; Liaise with service delivery units to ensure that the right personnel are staffed throughout the duration of the engagement for smooth delivery.

• Ability to learn quickly regarding the business processes of the client, Infosys' processes, and service lines.
• Excellent analytical and presentation skills.
• The ability to display initiative and work in an unstructured environment is a must.
• Comfortable and excited to be in a customer facing level.

• Understand basics of financial drivers for an IT organization.
• Drafting business cases for client pitches.
• Global understanding of economy to make sane judgements in negotiations.
• No necessity of background of a student in this business or IT field.