Sales Lead - Global Capability Centers (GCCs)/ Technology Center - UK
Sales Lead - Global Capability Centers (GCCs)/ Technology Center - UK
Posted on :
15-05-2025
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1 Vacancy
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Job Description
Role Senior Business Development Manager IT Global Capability Centers (GCCs) / Global Technology Centers / Shared Services London
Location London UK
Drive endtoend sales for Global Capability Centers (GCCs) from opportunity identification to deal closure. Collaborate with crossfunctional teams to design and propose tailored GCC solutions to clients. Identify and pursue new GCC opportunities across various industries and geographies. Develop and maintain strong relationships with CXOlevel stakeholders to understand their GCC needs. Lead the creation of compelling proposals and presentations that address client requirements. Coordinate with delivery and solution teams to ensure feasibility and alignment of proposed GCC solutions. Stay updated on industry trends and competitive landscape to inform sales strategies.
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. Research and provide analysis on all key accounts to attain an understanding of needs develop organization charts / structures for all key accounts. 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). Develop account plan relationship map Sign off on SOWs submit invoices follow up for payment release. 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.
Experience
The Business Development Manager will create a/c plan enlist executive sponsorship ensure active participation from HBUs / Partners concerned provide account context (includes topics to avoid) allocate roles and responsibilities for ongoing client interactions review meeting material in order to penetrate the account by positioning Infosys strategically and as a trusted partner. S/He generates leads through meetings / presentations at conferences partner contacts contacts in client organizations news reports analysts deal consultants in order to create a pipeline of opportunities (unqualified pipeline).
S/He will ensure active participation from HBUs / partners concerned provides account context (including topics to avoid) allocates roles and responsibilities for ongoing client interactions reviews meeting material in order to grow the account by positioning Infosys strategically and as an existing trusted partner. Handover the account to the right person (mostly an EM) at the right time based on guidance from the manager in order to ensure account is moved from hunt to farm mode.
The Business Development Manager will (Cimba Related) engage in creation of company opportunity contacts proposal proposal number ensure creation of OM; ensure opportunity is kept up to date in terms of profile start date value etc. Schedule top 10 opportunity pipeline and account review with HoS on defined periodic basis in order to ensure discipline availability of data (person independence) right projections at the org level and data driven decision making.
3rd party: S/He develops relationship with third party vendors as is necessary.
The Business Development Manager will (Within Infosys) collaborate with Delivery management (HBU & IBU delivery) HoS Finance / Legal and IBU Leadership to resolve escalations. S/He identifies and sells to Infosys executives the specific client they should connect with prepares executive briefing documents. Coaches on high level messages that resonate with account context. S/He identifies the right speakers / hosts (including self if applicable higher proficiency) at the conferences with whom the client can connect / address the audience incorporates internal feedback on the relationship review document to be presented allocates roles to Infosys participants in the review and track action items to closure in order to ensure a delighted customer.
Knowledge and Skills Required
Knowledge: Knowledge of outsourcing business cost and 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 knowledge of legal and contracting issues develop a high level knowledge (including value proposition) of Infosys offerings.
Skills: Effective and structured communication skills (consultative skills when combined with business case creation above) conflict resolution / consensus building skills problem solving skills negotiation skills Commercial Acumen identification of political land sense of humor leadership and networking skills.
Performance Measures
Additional Criteria for Higher Proficiency:
Tasks:
Bigger portfolio a team of ABDM/BDMs Org level initiatives
Location London UK
Drive endtoend sales for Global Capability Centers (GCCs) from opportunity identification to deal closure. Collaborate with crossfunctional teams to design and propose tailored GCC solutions to clients. Identify and pursue new GCC opportunities across various industries and geographies. Develop and maintain strong relationships with CXOlevel stakeholders to understand their GCC needs. Lead the creation of compelling proposals and presentations that address client requirements. Coordinate with delivery and solution teams to ensure feasibility and alignment of proposed GCC solutions. Stay updated on industry trends and competitive landscape to inform sales strategies.
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. Research and provide analysis on all key accounts to attain an understanding of needs develop organization charts / structures for all key accounts. 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). Develop account plan relationship map Sign off on SOWs submit invoices follow up for payment release. 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.
Experience
- 1625 years of experience in IT services sales with a focus on GCCs or shared services
- Proven track record of successfully selling complex solutions to large enterprises
- Strong understanding of GCC models including setup operations and governance
- Excellent communication and negotiation skills with the ability to influence at senior levels
- Business Planning Organization / Unit Level
- Sales Planning and Review
- Market Development
- Customer Prospecting
The Business Development Manager will create a/c plan enlist executive sponsorship ensure active participation from HBUs / Partners concerned provide account context (includes topics to avoid) allocate roles and responsibilities for ongoing client interactions review meeting material in order to penetrate the account by positioning Infosys strategically and as a trusted partner. S/He generates leads through meetings / presentations at conferences partner contacts contacts in client organizations news reports analysts deal consultants in order to create a pipeline of opportunities (unqualified pipeline).
- Opportunity Identification and Qualification
- Proposal Development
- Proposal Negotiation and Closure
- Contracting and MSA
- Account Planning and Review
- Account Mining
S/He will ensure active participation from HBUs / partners concerned provides account context (including topics to avoid) allocates roles and responsibilities for ongoing client interactions reviews meeting material in order to grow the account by positioning Infosys strategically and as an existing trusted partner. Handover the account to the right person (mostly an EM) at the right time based on guidance from the manager in order to ensure account is moved from hunt to farm mode.
- Account Operations
The Business Development Manager will (Cimba Related) engage in creation of company opportunity contacts proposal proposal number ensure creation of OM; ensure opportunity is kept up to date in terms of profile start date value etc. Schedule top 10 opportunity pipeline and account review with HoS on defined periodic basis in order to ensure discipline availability of data (person independence) right projections at the org level and data driven decision making.
- Relationship Management
3rd party: S/He develops relationship with third party vendors as is necessary.
The Business Development Manager will (Within Infosys) collaborate with Delivery management (HBU & IBU delivery) HoS Finance / Legal and IBU Leadership to resolve escalations. S/He identifies and sells to Infosys executives the specific client they should connect with prepares executive briefing documents. Coaches on high level messages that resonate with account context. S/He identifies the right speakers / hosts (including self if applicable higher proficiency) at the conferences with whom the client can connect / address the audience incorporates internal feedback on the relationship review document to be presented allocates roles to Infosys participants in the review and track action items to closure in order to ensure a delighted customer.
- People Management
- Organization Initiatives
Knowledge and Skills Required
Knowledge: Knowledge of outsourcing business cost and 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 knowledge of legal and contracting issues develop a high level knowledge (including value proposition) of Infosys offerings.
Skills: Effective and structured communication skills (consultative skills when combined with business case creation above) conflict resolution / consensus building skills problem solving skills negotiation skills Commercial Acumen identification of political land sense of humor leadership and networking skills.
Performance Measures
- Sales Planning and Review
- 18 month Revenue
- Number of new A/Cs opened
- Profitability
- Service Line Mix
- Market Development
- Customer Prospecting
- Opportunity Identification and Qualification
- Proposal Development
- Proposal Negotiation and Closure
- Win ratio
- Revenue at risk
- Contracting and MSA
- Suggested time to close MSA
- Ensuring MSAs are up to date
- Account Planning and Review
- Account Revenue
- HBU Revenue mix
- Account margin
- Number of large deals
- Percentage of nonlinear revenue
- Account Mining
- Number of new buying centers
- $ From new buying centers
- Number of new service lines
- $ from new service lines
- Account Operations
- RAR DSO days
- CSAT Score
- ELF score
- Sales process compliance (percentage) generated in Cimba
- Relationship Management
- Number of client escalations
- Number of CXO meetings
- CSAT
- ELF scores
- People Management
- Organization Initiatives
Additional Criteria for Higher Proficiency:
Tasks:
Bigger portfolio a team of ABDM/BDMs Org level initiatives
Required Experience:
Exec
Employment Type
Full Time
Key Skills
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