Job Description
1. Market Development: The Associate Manager – Client Services will perform competitive analysis for the segment for his account portfolio(s) - primary focus. He/She will work with other ADS' for their analyses to create a unified view across the segment for existing account portfolios. He/She will collaborate with the UPAM team for sector-specific competitor analysis from outside sources to leverage Infosys' first-hand experience against competitors and obtain a "ground assessment." This will complement the corporate/unit-driven competitor analysis from Market Research, providing insights into accounts not yet customers of Infosys. He/She will proactively identify prospects within client organizations or within the same industry to enhance market share.
2. Customer Prospecting: The Associate Manager – Client Services will facilitate client introductions and provide account context to support HBU G/EM's efforts in his account portfolio(s). The goal is to open diverse service lines (HBUs) in his account to increase Infosys' footprint. He/She will lead domain solutions selling, cross-selling, and the introduction of new products and intellectual property.
3. Opportunity Identification and Qualification: The Associate Manager – Client Services will analyze and gather ground intelligence on opportunities within his account portfolio(s) to assist the IBU EM in early and strategic engagement with clients.
4. Proposal Development: The Associate Manager – Client Services will be responsible for preparing proposals and Statements of Work (SoWs) for his portfolio(s). This involves coordinating with stakeholders such as Procurement and Legal, and performing quantitative analysis to recommend win-prices, including competitor analysis to demonstrate business value and maintain price premiums.
5. Proposal Negotiation and Closure: He/She will develop a "customer map" indicating potential objections and recommend actions. He/She will support negotiations, taking notes during internal discussions, and aim to close deals with a value of 1-2 million dollars for his portfolio(s).
6. Contracting and MSA: He/She will support the EM by providing insights on contract negotiations, identifying potential issues, and leading negotiations for proposals within his portfolio(s). He/She will have the authority to make deal decisions, including discounts.
7. Account Planning and Review: The Associate Manager – Client Services will prepare plans for his portfolio(s) and the overall account to facilitate growth as per strategic plans.
8. Account Mining: He/She will identify key contacts within the client organization, secure meetings, set agendas, and close opportunities. He/She will also ensure active participation from relevant teams and provide account context to grow Infosys' strategic positioning.
9. Account Operations: He/She will follow up on signing SOWs, payments, and client satisfaction surveys (CSAT, ELF) to minimize revenue leakage and enhance client satisfaction.
10. Relationship Management: He/She will resolve project-related complaints, negotiate MSA and SOWs, set expectations, and organize client engagement activities. He/She will collaborate with delivery teams and prepare briefing documents, ensuring Infosys is seen as a trusted partner and increasing client spend.
11. Portfolio Leadership: He/She will independently lead his portfolio(s), engaging with various buyers to secure mind-share and increase market share.
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