Role: Practice Engagement Manager/Sales Director
Infosys Quality Engineering Practice
Location: London, UK

About Infosys
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 300,000 innovators, across the globe, is differentiated by the imagination, knowledge and experience, across industries and technologies, that we bring to every project we undertake.

Wanted: Sales Leader(s) for Quality Engineering / Testing Services for Insurance Domain

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.

The Practice Engagement Manager (PEM) is responsible for all client interfaces within the assigned account scope. The PEM will work to build an account plan for the Infosys Quality Engineering service line, especially focused on Insurance domain.

What will you do?

• The PEM has the following key responsibilities within the assigned account scope:
• Work closely with in region sales and account teams to maximize the Infosys Quality Engineering service line footprint within the insurance domain across the geography.
• Client relationship management –manage relationships with operational client personnel – those directly involved with the client’s presence.
• Business development – build a portfolio of up to $20M - drive revenues within the identified account scope by being the owner of the entire Opportunity Management Cycle: Prospect-Evaluate-Propose-Close. This involves identifying business opportunities, selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance.
• Conduct research and competitor analysis, create proposals/pitches, validate estimates/effort, deliver client presentations and negotiate with clients.
• Client delivery assurance – assure the client of Infosys commitment and drive the delivery process by working collaboratively with the Delivery Managers in the business unit.
• Collaborate with the Delivery Manager to address all people or infrastructure related issues that may be affecting the delivery of the project vis-à-vis the specific client.
• Balance different projects running for the client that may involve different delivery managers or horizontal competency units’ resources.
• Take go-to-market solutions to accounts within the account scope -responsible for driving revenues from go-to-market solutions being sponsored by the business unit.
• Work closely with the Solutions Leader to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope.
• Account planning and governance - completely responsible for all Client Management processes – Plan-Sell-Deliver-Manage.
• Build an account plan for the account scope – with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed.
• Make pricing decisions within the scope of the Master Services Agreement.
• Support pre-sales proposals for new business development.
• Provide necessary input for building future alliances with relevant product vendors.

• Bachelor’s degree or foreign equivalent required from an accredited institution
• Strong sales/relationship management/account management experience.
• Working Experience in delivering quality engineering / testing services for insurance customers.
• Working Experience in Test Maturity Assessment, Solution Definition, executing transformation initiatives
• Track record of interacting and building relationship with CXO / CXO -1 level client contacts.
• Global Delivery Model experience desirable.
• Experience managing large multi-location consulting engagement teams desirable.
• Track record as Account Manager in a rapidly growing client relationship highly desirable.
• Hands-on experience with proposal creation and leading proposal presentations.
• Strong leadership, interpersonal, communication and presentation skills.
• Wide variety of IT and business consulting engagement experience.