Senior Practice Engagement Manager - IT Global Capability Centers; GCCs

Position: Senior Practice Engagement Manager - IT Global Capability Centers (GCCs
Job Description

Role - Senior Practice Engagement Manager - IT Global Capability Centers (GCCs)

Location - Dallas, TX

Drive end-to-end sales for Global Capability Centers (GCCs), from opportunity identification to deal closure. Collaborate with cross-functional teams to design and propose tailored GCC solutions to clients. Identify and pursue new GCC opportunities across various industries and geographies. Develop and maintain strong relationships with CXO-level stakeholders to understand their GCC needs. Lead the creation of compelling proposals and presentations that address client requirements.

Coordinate with delivery and solution teams to ensure feasibility and alignment of proposed GCC solutions. Stay updated on industry trends and competitive landscape to inform sales strategies.

Do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level. Create and / or edit messaging around Infosys services and solutions as is necessary. Research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts. Negotiate teaming agreements and prices with external partners.

Negotiate MSA terms and conditions. Effectively handover the project to delivery for execution (in case of the won projects). Develop account plan, relationship map, Sign off on SOWs, submit invoices, follow up for payment release. Coming up with a winning strategy to meet A/C opening and revenue targets, penetrating the account by positioning Infosys strategically and as a trusted partner, develop a winning proposal, ensure a win and sufficient and necessary document to start the work, creating a pipeline of opportunities across the service mix, creating a long term relationship with the prospect and growing in the account.

Experience

* 16-25 years of experience in IT services sales, with a focus on GCCs or shared services

* Proven track record of successfully selling complex solutions to large enterprises

* Strong understanding of GCC models, including setup, operations, and governance

* Excellent communication and negotiation skills, with the ability to influence at senior levels

Areas of Responsibility

* Business Planning - Organization / Unit Level

The Business Development Manager will provide revenue and profitability numbers for TAL accounts. S/He will market / segment analysis and needs / services / solutions identification to the HOS, in order to help setting revenue / margin goals at the unit level.

* Sales Planning and Review

The Business Development Manager will, for the assigned the target accounts(TAL) identified by HoS, do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level, in order to come up with a winning strategy to meet A/C opening and revenue targets.

* Market Development

The Business Development Manager will persuade clients to provide and commit to industry wide reference, analyst references, case studies, joint webinars, and joint speaking engagements. S/He will provide input on specific events / sponsor ships to corporate marketing. Create and / or edit messaging around Infosys services and solutions as is necessary, participate in events and conferences, identify new alliances, participate in joint alliance marketing events, and conferences in order to support revenue growth and increase ROI on events.

* Customer Prospecting

The Business Development Manager 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, anchor meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners, research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts.

The Business Development Manager will create a/c plan, enlist executive sponsorship, ensure active participation from HBUs / Partners concerned, provide account context (includes topics to avoid), allocate roles…