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.
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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 IN ORDER 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).