Business Development Manager

Role InformationRole Business Development ManagerRole Designation Business Development Manager/ Sales ManagerSenior Business Development Manager/ Senior Sales ManagerCareer Stream Global MarketsCareer Sub Stream SalesReports to Sales HeadBillable Role (Y/N)NSupervises Not specifiedBillable Utilization NAFinancial Size (Revenue/ Budget/Span)2-3 New accounts (1-2 class A) per halfUS$ 1-2M per halfIncumbency (Single/ Multiple)MultipleTeam Size & Dispersion(Direct & Indirect reports Single/ Multiple locations)TAL of 30-35 account; 7-10 being Class A/Must WinNumber of Direct reports : 1-2Location (Onsite/ Offshore)Onsite / OffshoreOperating Network (Internal)Head of Sales Account Development Specialist All HBUs IBU delivery Finance Legal HR CCD IS UPAMs GEMs DHs IBU Heads NBD team HoSOperating Network (External)Clients (CXOs Business Leadership IT Leadership and below Procurement office Client Audit and compliance) Alliance partners other contractors at Client (direct competitors other companies managing PMO independent contractors etc.)0Business Development Manager/ Sales ManagerSenior Business Development Manager/ Senior Sales ManagerGenerate leads through meetings / presentations at conferences partner contacts contacts in client organizations news reports analysts and deal consultants. 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. Identify and secure meetings with the right contacts in the client organization; 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. Identify the right team internally and for meetings identify the right external partners (based on fitment market presence internal capabilities and price and prospect preference) Provide intelligence on competition Figure out the target price help get the internal approvals co-develop and provide inputs to model / solution and provide content as is necessary. 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). Develops account plan relationship map Signs off on SOWs submits invoices follows up for payment release. Handover the account to the right person(mostly an EM) at the right time based on guidance from the manager WITH THE OBJECTIVE OF 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 as per 18 m plan and ensuring account is moved from hunt to farm mode WITHIN the assigned set of accounts and within organizational policies and guidelines.Educational Qualification and Experience Requirements20Business Development Manager/ Sales ManagerSenior Business Development Manager/ Senior Sales ManagerEngineering GraduateCA / Tier MBA*Non Engineering GraduatePhDMinimum No. of Years 119Career Stream NA*Categorized based on Infosys recognized list of colleges and courses For Higher Proficiency 20Career Stream Engineering GraduateCA / Tier MBA*Non Engineering GraduatePhDMinimum No. of Years 1412Global MarketsNA2Global MarketsKnowledge of business processes of the client and the underlying Economics of the industry competitive dynamicsAreas of ResponsibilityBusiness Planning Organization / Unit LevelThe 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 DevelopmentThe 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 / sponsorships 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 ProspectingThe