State / Region / Province
Role – Associate Engagement Manager
Technology – Sales and Account Management / manufacturing Domain
Location – Amsterdam, Netherlands
Compensation – Competitive (including bonus)
Infosys is a global leader in technology services and consulting. We enable clients in more than 50 countries to create and execute strategies for their digital transformation. From engineering to application development, knowledge management and business process management, we help our clients find the right problems to solve, and to solve these effectively. Our team of 270,000+ innovators, across the globe, is differentiated by the imagination, knowledge and experience, across industries and technologies, which we bring to every project we undertake.
Wanted: Global Innovators to Help Us Build Tomorrow’s Enterprise.
If you are interested in being part of a learning culture, where teamwork and collaboration are encouraged, excellence is rewarded, and diversity is respected and valued, take a moment and explore the below job opportunity.
Purpose Of the Role:
To perform competitor analysis for the IBUs, client introduction, provide analysis and ground intelligence, prepare customer maps of named customers, support the Manager - Client Services in contract negotiations, to identify right contacts in the client organizations and to inform IBU Manager - Client Services about customer complaints on project delivery WITH THE OBJECTIVE OF increasing the IBU footprint, leveraging Infosys' first-hand experience against competitors, demonstrating business value to the client, growing accounts and minimizing revenue leakage WITHIN the boundaries of company policies and guidelines.
Areas of Responsibility:
The Associate Manager – Client Services will perform competitive analysis for the segment for his account portfolio(s) - primary focus. S/He will work with other ADS' for their analyses for a unified view across the segment for existing account portfolios. S/He will work with UPAM team for sector-specific competitor analysis (from outside sources) in order to leverage Infosys' first-hand experience against competitors and get a "ground assessment"; and to complement the corporate/unit-driven competitor analysis from Market Research which can bring in the perspective of accounts that are not yet customers for Infosys.S/He will proactively identify the prospects within the client organization or clients within the same industry in order to enhance the market share.
- Market Development:
The Associate Manager – Client Services will provide client introductions and account context to help HBU G/EM's efforts in his account portfolio(s) in order to open diverse service-lines (HBUs) in his account in order to increase HBU footprint in the account.S/He will lead the Domain Solutions selling, Cross selling, new products, Intellectual Property selling.
- Customer Prospecting:
The Associate Manager – Client Services will provide analysis and ground intelligence regarding opportunities (including proactive opportunities) in his account portfolio(s) to the IBU EM in order to engage with the client early and strategically.
- Opportunity Identification and Qualification:
The Associate Manager – Client Services will be responsible for Preparation of Proposal and SoWs for his portfolio(s) through coordinating with different stakeholders such as Procurement, Legal and with multiple units working on the proposal. S/He will perform quantitative analysis to arrive at the win-price recommended including HBU-split; including relevant competitor analysis in order to demonstrate business value to the client(s) in his portfolio(s) and maintain price premium.
- Proposal Development:
The Associate Manager – Client Services will form "customer map" of named customers with potential/articulated objections to Infosys and recommend action, provide supporting data/analyses needed during negotiation. S/He will coordinate and take meeting notes in internal discussions with management for negotiation approach/approvals etc. in order to articulate business value and win the deal at the right price premium. S/He will Negotiate with Client Executes on the SoW with a combined value of 1-2 million dollar for his portfolio(s).
- Proposal negotiation and Closure:
S/He will support the EM (learn on the job) by providing 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 (e.g. " This negotiator comes from Walmart and so we can expect similar techniques/mindset in negotiating with suppliers"), etc. in order to understand Infosys' position on such matters. S/H will also lead negotiations for proposals regarding his own portfolio(s), with review and support from the EM as needed. S/He will have authority to make decisions on the deal through appropriate discounts.
- Contracting and MSA:
The Associate Manager – client Services prepares plan for portfolio(s) and for the account (as needed, along with the EM) in order to grow the portfolio(s) as per plan.
- Account Planning and Review:
The Associate Manager – Client Services will identify the right contacts in the client organization; secure meeting with the clients concerned; set appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions). S/He will anchor meetings and close any opportunities generated.Within Infosys / partners s/he will check for active participation from HBUs / Partners concerned; provide account context (includes topics to avoid), suggest roles and responsibilities for ongoing client interactions; first-review of meeting materials in order to grow the account by positioning Infosys strategically and as an existing trusted partner. S/He will identify and pursue opportunities with different departments/buyers in his portfolio(s) within client organization in order to expand the Infosys footprint.
- Account Mining: