Associate Practice Engagement Manager Digital Transformation
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Job Location:
Monthly Salary:
Posted on:
30+ days ago
Vacancies:
1 Vacancy
Job Summary
| About Infosys: Infosys is a global leader in next-generation digital services and consulting. We enable clients in over 56 countries to navigate their digital transformation. With over three decades of experience in managing the systems and workings of global enterprises we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills expertise and ideas from our innovation ecosystem. Visitto see how Infosys (NYSE: INFY) can help your enterprise navigate your next. |
Role: Associate Practice Engagement Manager DX Practice (Digital Transformation)
Location: Japan (Tokyo Office)
Job Summary:
Contribute to all stages of sales planning and execution for Digital Experience (DX) projects in the Japanese market. Responsibilities include market/segment and competitor analysis creation and refinement of sales plans account plans target account lists and sales pipelines. You will manage and review execution progress qualify opportunities regularly mobilize appropriate teams for proposal creation support negotiations review team performance guide positioning and sales processes participate in key events and ensure achievement of regional targets for revenue margin sales and utilization. This may include creating or editing messaging related to Infosys services and solutions in alignment with company policies and norms.
Key Responsibilities:
- Business Planning Regional Level
Aggregate revenue/margin figures reported by business development and sales managers compare with regional targets and present realistic projections. Support the regional head in setting goals through market/segment analysis and identification of needs/services/solutions. - Sales Planning and Review
Create sales plans and conduct reviews with sales teams regional heads and HBU partners. Develop sales pipelines and target account lists (TAL) sign off on TAL evaluate pipeline shape size and velocity and conduct monthly reviews to ensure sales targets are met. - Market Development
Represent executives at key events/conferences influence clients and engage leadership through industry references analyst references case studies joint webinars and co-presentations. Provide event/sponsorship info to corporate marketing and contribute to messaging. Maximize event ROI and support revenue growth outside accounts. - Customer Prospecting
Ensure sales plans adequately address prospecting and lead generation through pipeline reviews and follow-ups. Qualify opportunities and enable pursuit by external partners and senior management. - Opportunity Identification and Qualification
Review identified opportunities and plans qualify them and ensure a healthy pipeline across service offerings through regular reviews. - Proposal Creation
Assist in identifying appropriate teams for proposal creation including external partners. Provide competitive intelligence support internal approvals and conduct reviews to ensure winning proposals. - Proposal Negotiation and Closure
Participate in meetings with prospects as an executive escalate to leadership if needed identify suitable teams and conduct commercial negotiations to secure deals. - Contracts and MSAs
Support MSA accounts and help position Infosys as a strategic partner. May participate in MSA negotiations to build long-term client relationships. - Account Planning and Review
Review account plans and execution to ensure planned growth in revenue margin and utilization. - Account Mining
Position Infosys as a strategic and trusted partner support internal alignment review business plans and ensure account growth. Guide transitions from hunting to farming mode and hand over accounts to engagement managers at the right time. - Account Operations
Follow up on internal escalations minimize revenue leakage and enhance customer satisfaction. Conduct regular reviews and ensure compliance with sales processes. Schedule reviews with regional heads for top opportunities pipeline and accounts to ensure disciplined data-driven decision-making. - Relationship Management
Support sales/business development managers gain internal buy-in and provide guidance. Act as the first escalation point attend client meetings lead relationship reviews and contribute to maximizing customer delight.
Required Qualifications:
- Bachelors degree or equivalent from an accredited institution. Alternatively 3 years of relevant experience may be considered.
- Over 10 years of experience in Information Technology.
- We are seeking candidates who are fluent in Japanese (spoken and written) to effectively communicate with clients and stakeholders. Proficiency in Japanese is essential for this role
- Candidateswho areauthorized to work in Japan are encouraged to apply. We are unable to sponsor at this time
Preferred Qualifications:
- Over 5 years of sales experience in DX applications (digital marketing SAP commerce interaction) and technology services.
- Experience in any one of the platforms/similar platforms is good to have:
- Adobe Experience StudioSAP Commerce Adobe commerce Salesforce commerce Shopifymarketing/DCM(digital contents management)Sitecore Opentext Documentum is a -must have.
- Experience inCustomer Experience (CX) / User Experience (UX) is preferred
- Experience inDigital Marketing / MarTech -Adobe Experience Cloud Salesforce Marketing Cloud is preferred
- Excellent verbal and written communication skills in both Japanese (atleast JLPT N2 & Above)and English.
- Willingness to travel within the region as needed.
- Ability to work in a team environment with diverse stakeholders.
- Experience and motivation to work in a global delivery environment.
募集職種アソシエイトプラクティスエンゲージメントマネージャーDXプラクティスデジタルトランスフォーメーション
勤務地 日本東京オフィス
職務概要:
日本市場におけるデジタルエクスペリエンスDXプロジェクトの営業計画および実行の全工程に貢献していただきます 主な業務は市場セグメント競合分析営業計画やアカウントプランの作成改善目標とするアカウントリストや営業パイプラインの策定です 進捗管理案件の定期的な精査提案書作成のための適切なチームの動員交渉支援チームパフォーマンスのレビューポジショニングや営業プロセスの指導主要イベントへの参加そして収益利益率売上稼働率など地域目標の達成です 必要に応じて弊社サービスやソリューションに関するメッセージの作成編集を社内ポリシーに沿って行う場合があります
主な職務内容
1. ビジネス計画地域レベル
事業開発および営業担当マネージャーから報告された収益利益率を集計し地域目標と比較して現実的な予測を提示 市場セグメント分析を通じてニーズやサービスソリューションを特定し地域責任者の目標設定を支援
2. 営業計画とレビュー
営業計画を策定し営業チームや地域責任者HBUパートナーとレビューを実施 営業パイプラインや目標とするアカウントリストTALの作成承認パイプラインの形状規模速度を評価し月次レビューで目標達成を確認
3. 市場開拓
主要イベントやカンファレンスで経営陣を代表し顧客への影響力を与え業界リファレンスアナリストリファレンスアナリストリファレンス事例研究共同ウェビナーや協同プレゼンを通じてリーダーシップを発揮 イベント/スポンサーシップ情報を企業マーケティング部門に提供しメッセージ作成に貢献 イベントROIを最大化し既存アカウント外での収益成長を支援
4. 顧客プロスペクティング潜在顧客の特定とアプローチ
営業計画が見込みやリード獲得を十分にカバーしているか確認しパイプラインレビューやフォローアップを実施 案件を精査し外部パートナーや経営陣による追求を可能にする
5. 案件特定と精査
特定された案件や計画をレビューし健全なパイプラインを維持するため定期的に精査
6. 提案書作成
提案書作成に適切なチーム外部パートナー含むを特定 競合情報を提供し社内承認を支援勝てる提案書になるようレビューを実施
7. 提案交渉とクロージング
見込み顧客との会議に経営陣として参加し必要に応じてリーダーシップへエスカレーション適切なチームを特定し商業交渉を実施して契約を締結
8. 契約およびMSA
MSAアカウントを支援し弊社を戦略的パートナーとして位置付け長期的な顧客関係構築のためMSA交渉に参加する場合あり
9. アカウント計画とレビュー
アカウントプランと実行状況をレビューし収益利益率稼働率の成長を確保
10. アカウントマイニング既存顧客の中でのビジネス機会の発掘
弊社を戦略的かつ信頼できるパートナーとして位置付け社内調整を支援ビジネスプランをレビューしアカウント成長を確保ハンティング 新規顧客の獲得からファーミング既存顧客の関係維持への移行を指導し適切なタイミングでエンゲージメントマネージャーへ引き継ぎ
11. アカウント運営
社内エスカレーションのフォローアップ収益漏れの最小化顧客満足度の向上定期レビューを実施し営業プロセスの遵守を確保地域責任者とのレビューをスケジュールし主要案件パイプラインアカウントに関するデータ駆動型の意思決定を推進
12. 関係性の管理
営業事業開発マネージャーを支援し社内の合意形成を促進第一エスカレーションポイントとして対応し顧客会議に参加関係性レビューを主導し顧客満足度最大化に貢献
応募資格:
学士または認定機関で求められる学士相当の資格 代替として関連業務経験3年以上も考慮
IT業界での経験10年以上
クライアントやステークホルダーとの効果的なコミュニケーションのため日本語の流暢さ読み書きは必須
日本国内で就労可能な方 現在就労ビザのスポンサーは行っておりません
歓迎要件
DXアプリケーションデジタルマーケティングSAPコマースインタラクションおよびテクノロジーサービスにおける営業経験が5年以上
以下のいずれかのプラットフォームまたは同様のプラットフォームの経験がある方歓迎
Adobe Experience StudioSAP CommerceAdobe CommerceSalesforce CommerceShopifyマーケティング/DCMデジタルコンテンツ管理SitecoreOpentextDocumentum必須
CX顧客体験/UXユーザー体験経験
デジタルマーケティング/MarTechAdobe Experience CloudSalesforce Marketing Cloudの経験
日本語JLPT N2以上および英語での優れたコミュニケーション能力口頭書面
必要に応じて国内出張が可能な方
多様なステークホルダーと協働できるチーム環境での業務能力
グローバルデリバリー環境での業務経験と意欲
Infosys is an equal opportunity employer and encourages applications from: Minority/Female/Veteran/People with Disability/Sexual Orientation/Gender Identity/National Origin
At Infosys we recognize that everyone has individual requirements. If you are a person with disability illness or injury and require adjustments to the recruitment and selection process please contact our Recruitment team for adjustment only onor include your preferred method of communication in email and someone will be in touch.
Please note in order to protect the interest of all parties involved in the recruitment process Infosys does not accept any unsolicited resumes from third party the absence of a signed agreement any submission will be deemed as non-binding and Infosys explicitly reserves the right to pursue and hire the submitted profile. All recruitment activity must be coordinated through the Talent Acquisition department.
Required Experience:
Manager
Key Skills
- Business Development
- Employee Orientation
- Public Health
- Account Management
- VersionOne
- Conflict Management
- Project Management
- Relationship Management
- Team Management
- Customer relationship management
- Human Resources
- Public Speaking
About Company
Welcome to Infosys Careers for Experienced Professionals As a leading provider of next-generation consulting, technology and outsourcing solutions, we are dedicated to helping organizations in over 46 countries to renew their core and simultaneously innovate into new frontiers. Whilst ... View more
