Senior Manager - Client Services - FS
Listed on 2026-03-04
-
Management
Client Relationship Manager, Business Management -
Business
Client Relationship Manager, Business Management
Role Information
Role: Senior Engagement Manager
Designation: Senior Manager / Senior Manager – Client Services
Career Stream: Global Markets
Career Sub Stream: Client Services
Reports to: Group Senior Manager - Client Services
Billable Role: N
Supervises: Associate Business Development Manager, Associate Senior Manager – Client Services, Associate Sales Manager
Financial Size: ~ $80M per year across small, medium and large accounts
Incumbency: Multiple
Team Size & Dispersion: 1 AEM and 1 EM; likely to expand in future
Location: Frankfurt, Germany
Operating Network (Internal): Group Senior Manager - Client Services, Associate Senior Manager - Client Services/ Business Development Associate, All HBUs, IBU delivery, Finance, Legal, HR, CCD, IS, UPAMs, GEMs, DHs, IBU Heads, and NBD team.
Operating Network (External): Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit & compliance), Alliance partners, and other contractors (direct competitors, other companies managing PMO, independent contractors etc.)
Educational Qualification & Experience RequirementsSenior Manager / Senior Manager – Client Services
Engineering Graduate: 10 years (or 11 – ambiguous). Minimum No. of Years: 11 (Engineering), 9 (CA/Tier MBA), 11 (Non Engineering). For Higher Proficiency: 10 years.
Areas of Responsibility- Market Development and Prospecting: Analyzes current accounts and target prospects to identify right set of Buyers, their buying patterns, and helps tailor offerings, solutions for specific industry segments and accounts. Responsible for reaching out to identified target Buyers through multiple levers, such as cold‑calling, partnerships and events.
- Opportunity Identification and
Qualification:
Navigates the account to identify varied kinds of deals in the account in order to increase company’s revenue and market share. - Proposal Development, Negotiation and Closure: Forms pursuit team across internal units/external partners if needed. Positions client‑facing team with client, explains client context, coaches pursuit team, suggests win price and drives this among various BUs based on competitive intelligence, future potential, positioning. Sets up and facilitates proposal‑coaching sessions between client and pursuit team’s technical/domain experts and drives proposition to closure.
- Contracting and MSA: Facilitates discussion between client and contracting teams (Legal, Data Privacy etc.) and acts as point of escalation if needed to ensure quick closure of the contract with acceptable risk level.
- Account Planning and Review: Develops the account plan with stakeholders, creates relationship map and market share analysis, communicates and executes as per plan, conducts periodic review with higher management to grow the account.
- Account Mining: Identifies right contacts within the client organization, secures meetings, sets appropriate agenda (client context, pain points, industry/competitive context, Infosys value proposition), anchors meetings and closes any opportunities. Reviews meeting material to grow account by positioning Infosys strategically.
- Account Operations: Signs off on SOWs/Contracts and follows up to sign off, responsible for collections of accounts receivable.
- Relationship Management: Handles customer complaints about project executions, negotiates on MSAs and SOWs, identifies and recommends right Infosys executives to connect with client, sets up meetings and periodic reviews with key stakeholders.
The Role
Knowledge: Outsourcing business, cost & revenue drivers for an IT organization, Business case creation, Financial ratios and analyses (IRR, NPV, ROCE etc.), Statistical analyses (regression, correlation, mean, median, mode, frequency distributions), and knowledge of legal & contracting issues.
Skills: Effective structured communication, consultative skills combined with business case creation knowledge, conflict resolution / consensus building within organization and with partners/clients, problem solving, negotiation, commercial acumen, political landscape awareness, leadership, presentation, relationship‑building, and good sense of humor as advantage.
Performance Measures- Revenue Growth, Revenue from New Relationships, Number of Large Deals Closed, Customer Satisfaction Index
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