Overview
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:
Yes | Supervises:
Manager Client Services
Location:
Onsite and Offshore
Incumbency:
Multiple | Team Size & Dispersion:
Direct & Indirect reports at multiple locations
Number of Direct reports:
- 4 EMs
Billable Utilization / Revenue Size:
117 M p.a.
Operating Network (Internal):
Group Head
- Sales & Marketing Practice Engagement Manager, IBU Unit Sales Head, IBU Segment Head & HBU Segment Head and IBU BDM
Operating Network (External):
Clients (CXOs, Business Leadership, IT Leadership and below, Procurement, Client Audit & Compliance)
Educational background:
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.
Responsibilities
- Create HBU-specific sales plans and provide targeted HBU pitch collateral to customers while collaborating with IBU BDM / Group Manager
- CS.
Build internal consensus and priority for opportunities.
Review preparation and outcomes with HBU Manager
- CS in proposal negotiation, closures and for Master Services Agreements / contracts.
Act as escalation point as needed.
Follow up on SOWs / contracts and payments to achieve sales targets, expanding the HBU footprint within existing Infosys customers.
- Sales Planning & Review:
Sign off on target account lists to ensure achievement of sales targets.
- Market Development:
Route portfolio requests to corporate marketing, write white papers on trends, gather market information, pilot pricing schemes, and evangelize service lines to support revenue growth.
- Customer Prospecting:
Ensure HBU provides the right sales collateral and visits prospects with IBU BDMs to win new customers and expand within existing Infosys accounts.
- Opportunity Identification & Qualification:
Build internal consensus and prioritize opportunities to maximize win probability.
- Proposal Development:
Review work and assist with approvals; cover in the HBU Manager CS absence and support HBUs targets.
- Proposal Negotiation & Closure:
Review preparation/outcomes with HBU Manager CS; escalate if necessary.
- Contracting & MSA:
Provide HBU-specific inputs and ensure quick closure with acceptable risk; escalate as needed.
- Account Planning & Review:
Review HBU Manager CSs account plan to drive planned growth (revenue, margin, utilization).
- Account Mining:
Prepare for client meetings, participate actively, and close opportunities to expand HBU footprint; cover in absence of the HBU Manager
- CS.
- Account Operations:
Sign off on SOWs/Contracts, resolve disputed amounts, follow up on payments, and monitor CSAT and ELF to minimize revenue leakage.
- Relationship Management:
Support HBU Manager
- CS and position Infosys as a trusted partner.
- Merger & Acquisition:
Qualify opportunities and assist in business case evaluation to improve Infosys market position.
- People Management & Organization Initiatives:
Mentor account teams, support recruitment, provide development opportunities, and leverage account context for organizational learning and growth.
- External Engagement:
Lead proposal-coaching sessions with clients and pursuit teams to articulate business value and pricing strategy.
Knowledge & Skills
- Knowledge:
Market insights, service line trends, competitive positioning.
- Skills:
Business Development, Account Management, Relationship Management, Project Management, Team Management, Public Speaking, Conflict Management, Change Management, People Management.
Performance Measures
- Sales Planning & Review:
1
- month Revenue Profitability, Service Line mix as % of total account revenue.
- Market Development:
YoY margin improvement for the account portfolio; number of white papers published.
- Customer Prospecting:
NAOs for the HBU.
- Opportunity Identification & Qualification:
Number of RFPs for deals > USD 10 M; win rate and pricing effectiveness.
- Proposal Development:
Average PAT for Infosys and HBU across proposals.
- Proposal Negotiation & Closure:
Dollar value of proposals won vs total proposals submitted; negotiation effectiveness.
- Contracting & MSA:
SOW risk rating and timely closure.
- Account Planning & Review:
HBU revenue, margin, number of large deals, new buying centers.
- Account Mining:
New buying centers and revenue from new service lines.
- Account Operations:
DSO days, CSAT, ELF scores.
- Relationship Management:
CXO engagements, client escalations, CSAT, ELF scores.
- People Management:
ESAT, CSAT, and attrition metrics.
Required Experience
Manager
Key Skills
Business Development, Employee Orientation, Public Health, Account Management, VersionOne, Conflict Management, Project Management, Relationship Management, Team Management, Customer relationship management, Human Resources, Public Speaking
Employment Details
- Employment Type:
Full Time
- Experience:
Years (format not specified in original)
- Vacancy:
1
