Digital Sales Director, Client Services

About Us

Infosys is a global leader in next-generation digital services and consulting. We enable clients in 56+ countries to navigate their digital transformation. With over four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.

Visit www.infosys.com to see how Infosys (NYSE: INFY) can help your enterprise navigate your next.

Short Description

As an Associate Practice Engagement Manager, you will be responsible for managing a portfolio of Digital Experience business covering digital business across Southeast Asia, Japan and India Markets. You will be part of a Digital Experience practice sales team responsible for growing the digital business and revenue, managing the relationship with the customer and driving profitability and growth.
This role acts as the critical link between the Digital experience practice and the regional Industry segment sales team. This individual will work closely with client partners, customer sales groups, marketing, and solutioning teams to drive proactive business development, respond to RFPs, support client presentations, and shape go-to-market initiatives within the APAC region.

Roles And Responsibilities

• Customer Prospecting - Provide client introductions and account context to help efforts in the digital account portfolio(s) to open DX service-lines in order to increase the services footprint.
  
• Opportunity Identification & Qualification - Provide analysis and ground intelligence regarding opportunities in the digital portfolio to the Senior management to enable Infosys to engage with the client early and strategically.
  
• Proposal Development, Negotiation & Closure- Responsible for preparation of Proposal and SoWs for the portfolio(s) through coordinating with different internal stakeholders such as Procurement, Legal and with multiple Service Lines and Infosys units working on the proposal. Identify the optimal commercial model and perform quantitative analysis to arrive at the win-price to demonstrate business value to the client.
  
• Manage RFP/RFI responses with a focus on digital offerings (digital marketing, digital commerce and digital interactions - UI/UX enablement ).
• Pipeline Development: Collaborate with sales and marketing teams to track pipeline and lead generation for digital deals. Maintain dashboards, pursuit trackers, and win/loss analysis for the region. Drive proactive campaign support for lead generation and pipeline building for digital services
  
• Go-to-Market (GTM) Strategy and Execution: Assist in localization and execution of regional digital GTM initiatives in the Southeast Asia, Japan and India markets. Organize digital events, webinars, and client workshops in partnership with marketing. Work closely with strategic product and platform partners to identify the joint GTM approach, drive proactive initiatives
  
• Contracting & MSA - Support the Client Partner by providing a business-led view on items of contract negotiations to understand & align with Infosys` position on such matters. Lead negotiations for proposals in one's own portfolio(s).
  
• Account Planning & Review - Work with the Client Partner to develop the Account Plan in conjunction with the other stakeholders.
  
• Account Operations - Follow up with the client to sign SOWs, to release undisputed payments. Minimize revenue leakage for services delivered and enhance client satisfaction. Responsible & accountable for various operational parameters in own portfolio including Revenue, Revenue at Risk and Accounts Receivable.
  
• Relationship Management - Handle customer queries / escalations about project executions, as well as negotiations on MSAs and SOWs. Position Infosys as a trusted, easy partner to do business with.
  

• Tertiary Qualification in IT / Computer Science / related discipline.
  
• A total of 15+ experience in Digital, Consulting and IT Services market.
  
• 5-8 years 'experience in sales support, business development, open NAOs, Account mining in the Digital Consulting & IT Services market. Prior experience of managing clients in the Banking, Financial Services and Insurance vertical would be highly desirable.
  
• Understanding of relevant industry trends and developments. Ability to do consultative selling of outsourcing services and IT Solutions.
  
• Travel across SEA, Japan and India markets based on business needs
  

• Understanding of digital technologies and solutions: cloud, data, analytics, customer experience, digital transformation, MarTech eco system, eCommerce platforms, Mobile and Web app etc.
  
• Excellent communication, presentation, and coordination skills.
  
• Ability to manage multiple pursuits, work with cross-functional teams, and deliver under tight timelines.