Role Information Role Group Practice engagement Manager Role Designation Group Practice engagement Manager Career Stream Global Markets Career Sub Stream Client Services Reports to Client Partner Billable Role (Y/N) N Supervises Manager - Client Services Billable Utilization NA Financial Size (Revenue/ Budget/Span) $117 M p.a. Incumbency (Single/ Multiple) Multiple Team Size & Dispersion (Direct & Indirect reports, Single/ Multiple locations) Number of Direct reports : 3-4 EMs Location (Onsite/ Offshore) Onsite and Offshore Operating Network (Internal) Group Head - Sales & Marketing, Practice Engagement Manager, IBU Unit Sales Head, IBU Segment Head and HBU Segment Head and IBU BDM. Operating Network (External) Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit & compliance). 1 Group Practice engagement Manager BE/Liberal Arts graduate with 16 years or MBA with 14 years' experience. Experience in Business / IT Consulting, preferably with the big four, and experience in the local market.
Want more jobs like this?
Get jobs in Paris, France delivered to your inbox every week.
3 Group Practice engagement Manager Create HBU specific sales plan, provide targeted HBU pitch, sales collateral to customers while collaborating with IBU BDM / Group Manager - CS, build internal consensus and priority for opportunity. Review preparation and outcomes with HBU Manager - CS in proposal negotiation, closures and for MSA / contracts. Act as an escalation point if necessary, sign of SOWs / contracts, follow up if necessary on payment release, disputed invoices WITH AN OBJECTIVE OF ensuring achievement of sales target as per plan, adding existing Infosys customers to the HBU's customer base and increasing HBU footprint in existing HBU customer accounts, prioritizing sales effort and resources to maximize chances of winning WITHIN the set of assigned accounts.
Areas of Responsibility
Sales Planning & Review
The group Practice Engagement Manager creates HBU - specific sales plan, in conjunction with IBU Unit Sales Head, IBU Segment Head and HBU Segment Head. S/He signs off on target account list, to ensure achievement of sales target as per plan.
Market Development
The Group Practice Engagement Manager routes the requests in their portfolio, provides input and participates in specific events to corporate marketing. S/He writes white papers on trends; gathers information from market on competitive positions of service lines; pilots innovative pricing schemes; evangelizes service lines through pilots, to support revenue growth outside the account and increase ROI.
Customer Prospecting
The Group Practice Engagement Manager ensures HBU provides the right sales collateral, visits prospects with the IBU BDMs to win more customers for his / her HBU and Infosys. Visits Infosys customers to provide targeted HBU pitch leveraging existing presence and account context, to add an existing Infosys customer to the HBU's customer base.
Opportunity Identification & Qualification
The Group Practice Engagement Manager builds internal consensus and priority for the opportunity, to prioritize sales effort and resources to maximize chances of winning.
Proposal Development
The Group Practice engagement Manager reviews work and helps with approvals internal to the HBU. Performs the HBU Manager - CS's role in his / her absence, so as to the support him / her while also considering the HBU's targets.
Proposal Negotiation & Closure
The Group Practice Engagement Manager reviews preparation and outcomes with HBU Manager - CS, and act as an escalation point if necessary. In absence of the HBU Manager - CS, perform similar role to that outlined for him / her. External: Set up and facilitate proposal-coaching sessions between client and pursuit team's technical / domain experts, drive client consensus, neutralize opponents, articulate business value and drive pricing, to articulate business value and win the deal at the right premium.
Contracting & MSA
The Group Practice Engagement Manager reviews the preparation and outcomes, acts as an escalation point if necessary. Provides HBU-specific inputs to and can be the point-of-escalation if needed, so as to ensure quick closure of the contract with an acceptable level of risk to Infosys.
Account Planning & Review
The Group Practice Engagement Manager reviews HBU Manager - CS's account specific plan, to ensure planned growth for the HBU (revenue, margin, utilization) so as to grow the account as per plan.
Account Mining
The Group Practice Engagement Manager prepares for client meeting as per guidelines, and participates actively in client meetings. S/He works to close any opportunities generated, to expand HBU footprint in account as per plan. S/He performs the HBU Manager - CS's tasks, in his / her absence.
Account Operations
The Group Practice Engagement Manager signs off on SOWs / Contracts and follows up with the client to sign SOWs (all for the HBU) and upload into OMS. S/He resolves any disputed amounts invoiced, follows up with clients for release of payments; identifies list of clients for CSAT and follows up if necessary for CSAT and ELF, to minimize revenue leakage for services delivered and enhance client satisfaction.
Relationship Management
The Group Practice Engagement Manager reviews and organizes support for HBU Manager - CS. S/He performs the activities in his / her absence, so as to position Infosys as a trusted, easy partner to do business with.
Merger & Acquisition
The Group Practice Engagement Manager qualifies opportunities from the field / clients and passes on to Segment Head. S/He reviews and finalizes the business case for evaluation by Segment Head in order to improve Infosys' competitive position and market share in that segment.
People Management
The Group Practice Engagement Manager mentors account team, works closely with Delivery Managers / Heads to provide development feedback for senior delivery team members of the account management team, coaches direct reports, etc. in the absence of the Manager - CS, to improve CSAT, ESAT and de-risk the engagement. If HBU Manager - CS id present, s/he supports him / her in their efforts. In addition, s/he participates in recruitment for own portfolio and the organization, and uses wider visibility to provide developmental opportunities as needed.
Organization Initiatives
The Group Practice Engagement Manager leverages account context to present these favorably to the customer, to get added learning and growth opportunities and additionally contribute to the organization.
Knowledge, Skills required for the role
Knowledge:
Skills:
Performance Measures
Sales Planning & Review
18 month Revenue, Profitability, Service Line (i.e. HBU) Mix as % of total account revenue.
Market Development
YoY increase in anticipated margin for the account portfolio, Number of white papers published.
Customer Prospecting
Number of NAOs for the HBU.
Opportunity Identification & Qualification
Number of requests for proposals for deals > USD 10 M - could be sole sourced or not.
Proposal Development
Average Infosys PAT across the proposals submitted; average HBU PAT across the proposals submitted.
Proposal Negotiation & Closure
Dollar proposals won; Number (and $) of proposals won / Number (and $) of total proposals submitted, Negotiation effectiveness = Final Price / Going-in price.
Contracting & MSA
Contract / SOW risk rating below XX (as per the grading exercise being carried out in CMS).
Account Planning & Review
HBU Revenue; HBU margin; number of large deals; number of new buying centers.
Account Mining
Number of new buying centers; $ from new buying centers; number of new service lines and $ from new service lines.
Account Operations
DSO days; CSAT Score; ELF score.
Relationship Management
Number of client escalations to next (Segment Head) level; number of CXO meetings; CSAT; ELF scores.
