Infosys Limited
Job description
Role Information
Role Practice Engagement Manager Role Designation Practice Engagement Manager
Senior Practice Engagement Manager Career Stream Global Markets Career Sub Stream Client Services Reports to Group Practice Engagement Manager Billable Role (Y/N) N Supervises Associate Practice Engagement Manager Billable Utilization NA Financial Size (Revenue/ Budget/Span) $34M p.a. Incumbency (Single/ Multiple) Multiple Team Size & Dispersion (Direct & Indirect reports, Single/ Multiple locations) No. of Direct reports : 1-2 BMs Location (Onsite/ Offshore) Onsite and Offshore Operating Network (Internal) Group Practice Engagement Manager Operating Network (External) Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit & compliance), Alliance partners, other contractors (direct competitors, other companies managing PMO, independent contractors etc.) 1 Practice Engagement Manager
Senior Practice Engagement Manager Obtain relevant references; provide HBU collateral / references / prospecting help to IBUs BDM / EM. Navigate account to identify varied kind of deals, be part of integrated pursuit team. Drive pursuit in case of single HBU driven proposal, create menu of pricing options considering HBU targets, anchor HBU’s contribution in account plan, anchor operations like SOW signoff and resolve customer complaints (in collaboration with IBU EM). Recommend and ensure client participation in events and conferences of mutual benefit, mentor HBU account team WITH THE OBJECTIVE OF supporting IBU EM while considering HBU targets. Expanding HBU footprint (revenue share) in accounts as per plan, win more customers for the HBU within the given set of account(s).
Educational Qualification and Experience Requirements
30 Practice Engagement Manager
Senior Practice Engagement Manager Engineering Graduate CA / Tier MBA Non Engineering Graduate PhD Minimum No. of Years 11 Career Stream 11 NA Categorized based on Infosys recognized list of colleges and courses
For Higher Proficiency 30 Career Stream Engineering Graduate CA / Tier MBA Non Engineering Graduate PhD Minimum No. of Years 14 Global Markets 14 NA
3 Global Markets Experience in Business/ IT Consulting, preferably with the big 4, and experience in the local market.
Areas of Responsibility
Sales Planning and Review The Practice engagement Manager provides data points to the HBU GEM in order to help the HBU GEM create a realistic sales plan.
Market Development The Practice Engagement Manager persuades clients to provide industry wide references; provides input on specific events / sponsorships to corporate marketing; participates in events and conferences in order to support revenue growth outside the account and increase ROI on events.
Customer Prospecting The Practice Engagement Manager provides HBU collateral / references / prospecting help (especially on-site face-face meetings with the client) to IBU BDMs or IBU EMs (customers could be existing for Infosys (partnering with the IBU EM) or new ones (partnering with the IBU BDM) in order to win more customers for his HBU with the right profile (Global 1000 types, say) for his HBU.
Opportunity Identification and qualification The Practice Engagement Manager navigates the account to identify varied kinds of deals in the account in order to increase HBU revenue share.
Proposal Development The Practice engagement Manager will partner with IBU GEM and other HBUs (if cross-BU proposal), and be a part of the integrated pursuit team. S/He will create menu of pricing options (best and worst case) for HBU Leadership in case of multi-unit deal for IBU EMs suggested win-price. S/He will provide recommendations on go/no-go from HBU’s perspective and get HBU approvals in order to support IBU EM while also considering the HBU’s targets.
Proposal Negotiation and Closure The Practice Engagement Manager will (in case of multiple BU pursuits) align with the IBU EM’s direction. S/He will set up and facilitate proposal-coaching sessions between client and pursuit team’s technical / domain experts. S/He will drive client consensus or at least neutralize opponents, articulate business value and drive pricing in order to articulate business value and win the deal at the right premium.
Contracting and MSA The Practice engagement Manager provides HBU-specific inputs to the IBU EM and the Commercial Manager. S/He will be the point-of-escalation if needed, in order to ensure quick closure of the contract with an acceptable level of risk to Infosys.
Account Planning and Review The Practice Engagement Manager anchors HBU’s contribution in the Account plan, communicates and executes as per plan. S/He conducts periodic review of plan with higher Management in order to grow in the Account as per plan.
Account Mining The Practice Engagement Manager prepares for client meeting as per IBU EM’s guidelines, participates actively in client meetings; works with IBU EMs to close any opportunities generated in order to expand HBU footprint in account as per plan. S/He works with HBU Delivery closely, provides account context and techno-functional review of the meeting material.
Account Operations The Practice Engagement Manager signs off on SOWs / Contracts and follows up with the client to sign SOWs (all for the HBU) and upload into OMS; resolves any disputed amounts invoiced; follows up with clients (at succeeding levels if necessary) for release of payments. S/He identifies the right list of clients for CSAT and follows up with client if necessary for CSAT and ELF; in order to minimize revenue leakage for services delivered and enhance client satisfaction.