Associate Manager - Sales @ Gamut infosystems

Job Description

Knowledge: Outsourcing industry knowledge, cost & revenue drivers for an IT organization, Business case creation, Financial ratios and analysis (IRR, NPV, ROCE etc.), Statistical analysis (regression, correlation, mean, median, mode, frequency distributions), Presentation skills. Skills: Ability to learn quickly regarding the business processes of the client, Infosys" processes, and service lines. Should have excellent analytical skills. The ability to display initiative and work in an unstructured environment is a must. Market Development: The Associate Manager Client Services will perform competitive analysis for the segment for his account portfolio(s) - primary focus. S/He will work with other ADS" for their analyses for a unified view across the segment for existing account portfolios. S/He will work with UPAM team for sector-specific competitor analysis (from outside sources) in order to leverage Infosys" first-hand experience against competitors and get a "ground. assessment"; and to complement the corporate/unit-driven competitor analysis from Market Research which can bring in the perspective of accounts that are not yet customers for Infosys. S/He will proactively identify the prospects within the client organization or clients within the same industry in order to enhance the market share. 2. Customer Prospecting: The Associate Manager Client Services will provide client introductions and account context to help HBU G/EM's efforts in his account portfolio(s) in order to open diverse service-lines (HBUs) in his account in order to increase HBU footprint in the account. S/He will lead the Domain Solutions selling, Cross selling, new products, Intellectual Property selling. Page 2 of 4 3. Opportunity Identification and Qualification: The Associate Manager Client Services will provide analysis and ground intelligence regarding opportunities (including proactive opportunities) in his account portfolio(s) to the IBU EM in order to engage with the client early and strategically. 4. Proposal Development 5. Proposal negotiation and Closure 6. Contracting and MSA 7. Account Planning and Review 8. Account Mining Market Development Number of competitor analyses for his portfolio(s); Number of competitive analyses for his segment (collaborating with ADS" of other accounts); Number of competitive analyses for his sector (with UPAMs). 2. Customer Prospecting Number of HBU NAOs. 3. Opportunity Identification and Qualification: Number of requests for proposals for deals USD 5M - could be sole sourced or not. 4. Proposal Development: Average PAT across the proposals submitted. 5. Proposal Negotiation and Closure Dollar proposals won; Number (and $) of proposals won/ Number (and $) of total proposals submitted. Negotiation effectiveness = Final Price/Going-in price

Employement Category:

Employement Type: Full time
Industry: IT
Role Category: IT Services & Consulting
Functional Area: Not Applicable
Role/Responsibilies: Associate Manager - Sales

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Keyskills:   Statistical analysis Presentation skills Analytical skills Market Development Proposal Development Outsourcing industry knowledge Business case creation Financial ratios analysis Ability to learn quickly Initiative Customer Prospecting Opportunity Identification Qualification Proposal negotiation Closure Contracting MSA Account Planning Review