Job Description
Role – Practice Engagement Director (Cloud Infrastructure & Security Services)
Technology – Sales Execution
Location – UK
What will you do?
As a Practice Engagement Manager/Director focusing on Cloud Infrastructure and Security services across industry segments in the UK and Europe, the job needs to fulfil the following KPIs:
1. Driving and increasing revenues of Infosys by developing winning strategies to engage clients in a consultative manner, by positioning solutions, capabilities, and IP of the organization in the area of datacenter consolidation, hybrid cloud transformation, public cloud migration, modern workplace transformation, software defined networks, cyber threat analytics, and next SRE operations.
2. Demonstrating a practitioner articulation of industry trends in these areas, key tenets, and metrics that will address client challenges, and leading client CXO/IT leadership conversations to help develop a strong business case in consultation and collaboration with diverse technology teams in a global organization.
3. Growing a profitable pipeline and/or backlog of sales through deal origination, sales negotiations, and closure by:
1. Collecting ground-level intelligence on client drivers and competitor moves, forming “Pursuit Teams” across Business Units (as applicable) and driving consensus on pricing (including revenue transfer).
2. Recommending and defending win-price at the appropriate levels and procuring all approvals.
3. Positioning client-facing teams, explaining client context, coaching pursuit teams, and driving among BUs.
4. Clarifying client expectations and ratifying the solution with the client.
5. Handling customer complaints about project executions across IBU (Industry Business Units) delivery and HBUs (Horizontal Business Units), as well as negotiations on MSAs and SOWs (which the Commercial Manager leads).
6. Facilitating discussions for the commercial manager and being the point-of-escalation if needed.
7. Anchoring meetings and closing any opportunities generated for Cloud Infrastructure, Security (CIS) and ensuring active participation from partners concerned (as applicable – based on the gamut of CIS Service portfolio of Infosys).
8. Demonstrating that Infosys is the best Systems Integrator for implementing IT transformation solutions in any client context.
Required Professional Skills
1. Extensive experience in IT services business development/sales.
2. Strong/specialized experience in selling Cloud Infrastructure, Security Services, and Solutions to European clients.
3. Strong knowledge of technology, methodologies, and tools or technology practitioner knowledge in relevant technologies and tools to recommend frameworks like datacenter consolidation, hybrid cloud transformation, public cloud migration, modern workplace transformation, software defined networks, cyber threat analytics, and next SRE operations for solution creation.
4. Experience in transition, transformation program management, and organization change management methodologies and frameworks, shaping and leading client conversations for large, multi-pronged transformation programs.
5. Strong understanding of technology partner ecosystems and experience in nurturing, leading vendor alliances, and joint solutions both in pursuit as well as generating proactive pipelines.
6. Strong knowledge of Contracting/Legal/MSA (Master Services Agreement) processes and financial concepts to ensure adherence to standards and to make recommendations on the optimal way to structure/price deals and take to closure.
7. Deep understanding of the internal Infosys organization and support structure to ensure relevant approvals and compliance procedures related to pricing as well as legal aspects of a deal.
8. Proven strength in relationship-building at senior executive/CxO level.
9. Good interpersonal skills including the ability to work successfully with virtual, geographically dispersed, and multi-cultural teams.
10. Ability to relate, compare, secure relevant information, and identify key issues while committing to an action after developing alternative courses of action that consider resources, constraints, and organizational values.
11. In-depth knowledge of value articulation principles including client ROI and appropriate storyboarding techniques to present the Infosys solution effectively to relevant stakeholders.
Personal Skills
1. Uses appropriate methods and a flexible interpersonal style to help build a cohesive team, facilitating the completion of team goals as well as diverse ideas, contributing to a good teamwork ethic.
2. Techno-commercial acumen.
3. High analytical skills.
4. A high degree of initiative and flexibility.
5. High customer focus.
6. High quality awareness.
7. Good verbal and written communication skills.
8. Appropriate interpersonal skills and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
“All aspects of employment at Infosys are based on merit, competence, and performance. We are committed to embracing and creating an inclusive environment for all employees. Infosys is proud to be an equal opportunity employer.”
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