Role Practice Engagement ManagerDomian Cyber SecurityLocation London UKOperating Network (Internal) Group Practice Engagement Manager. Cyber Security Practice Leadership across Sales Pre-Sales Delivery Marketing Alliances. Vertical CSGs and Vertical Leadership. CIS Practice Engagement Managers and CIS Leadership.(External) Client Security Teams Chief Information Security Officers CISOs Business Information Security Officers BISOs Data Privacy Officers DPOs Chief Security Architects CSAs Risk & Compliance. Client IT leadership CIO CTO DPO. Client Business Leadership. Client Procurement office. Security Alliance partners / partner platforms.Purpose of the Role- Cyber security sales subject matter expert supporting either Germany/Switzerland or UK/I
- Identify develop and close new security opportunities within existing Cyber Sec clients by working with the supporting teams (including Vertical Sales/Delivery/Architects Cyber Delivery Cyber Solution Architects / Technical SMEs Cyber Marketing)
- Identify develop and close new security opportunities within existing Infosys customers who are not currently Cyber Security Practice customers by working with the supporting teams (including Vertical Sales/Delivery/Architects Cyber Delivery Cyber Solution Architects / Technical SMEs Cyber Marketing)
- Identify develop and close new security opportunities within named Infosys new logo by working with the supporting teams (including Vertical Sales/Delivery/Architects Cyber Delivery Cyber Solution Architects / Technical SMEs Cyber Marketing)
- Support Infosys large strategic multi offering outsourcing/transformation deals from a security perspective throughout the sales cycle. Drive Security by Design approach/methodology differentiation through security and solutioning to minimum compliance in in price to win/BAFO situations.
- Work proactively with Infosys Strategic Security Partners to identify and drive new sales pipeline
- Proactively evangelize Security and Cyber Security Practice across all EMEA Verticals and relevant geos.
Areas of Responsibilities:- Sales Planning and Review
The Practice engagement Manager provides data points to Cyber Security leadership help create a realistic sales plan.- Market Development
The Practice Engagement Manager persuades clients to provide industry wide references; provides input on specific events / sponsorships to corporate marketing; participates in events and conferences to support revenue growth outside the account and increase ROI on events.- Customer Prospecting
The Practice Engagement Manager provides Cyber Security collateral / references / prospecting help (especially virtual or on-site face-face meetings with the client) to Vertical BDM teams. Customers could be existing for Cyber Practice or Infosys (non-Cyber Practice) or targeted new logos. Effective sales qualification will be critical.- Opportunity Identification and qualification
The Practice Engagement Manager navigates the account to identify varied kinds of deals in the account in order to increase Cyber Security revenue share.- Proposal Development
The Practice engagement Manager will partner with Cyber Sec Practice and other business units (BU) if cross-BU proposal and be a part of the integrated pursuit team. S/He will create menu of pricing options (best and worst case) for in case of multi-unit deal and suggested win-price. S/He will provide recommendations on go/no-go from BUs perspective and get HU approvals in order to support BU EM while also considering the BUs targets.- Proposal Negotiation and Closure
The Practice Engagement Manager will (in case of multiple BU pursuits) align with the IBU EMs direction. S/He will set up and facilitate proposal-coaching sessions between client and pursuit teams technical / domain experts. S/He will drive client consensus or at least neutralize opponents articulate business value and drive pricing to articulate business value and win the deal at the right premium.- Contracting and MSA
The Practice engagement Manager provides Cyber BU-specific inputs to the EM and the Commercial Manager. He will be the point-of-escalation if needed to ensure quick closure of the contract with an acceptable level of risk to Infosys.- Account Planning and Review
The Practice Engagement Manager Anchors Cyber Practices contribution in sales Account plans communicates and executes as per plan. S/He conducts periodic review of plan with higher Management to grow in the Account as per plan.- Account Mining
The Practice Engagement Manager prepares for client meetings as per BU EMs guidelines participates actively in client meetings; works with BU EMs to close any opportunities generated in order to expand Cyber Practice BU footprint in account as per plan. S/He works with Delivery closely provides account context and techno-functional review of the meeting material.- Account Operations
The Practice Engagement Manager signs off on SOWs / Contracts and follows up with the client to sign SOWs (for Cyber Practice)- Relationship Management
The Practice Engagement Manager recommends public engagements / conferences / Infosys events that the client and the Cyber Security Practice can jointly benefit from. S/He gets the clients to participate in events and conferences of mutual benefit; sets up periodic reviews with important customer stakeholders per pre-agreed format. S/He sets expectations with individual clients (who can be influenced) before the account relationship review document is presented and tracks to closure of Cyber Security Practice action items - all in conjunction with the Vertical Sales CSG.- People Management
The Practice Engagement Manager Mentors Cyber Security Practice pre-sales solution architect team and works closely with Cyber Security Practice Delivery Managers / Heads to provide development feedback for senior delivery team members of the account management team.Additional Requirements:- Proven experience in a sales SME role in the DACH Cyber Sec market.
- Driving large TCV deals ($5m TCV ) across; Security Operations Centre (SOC) Identity & Access Management (IAM) Security Staff Augmentation Cloud / Network Security inc Zero Trust OT Security
- Proven formal big co sales training eg TAS/MEDDIC/Power Base Selling (or equivalent)
- Personal network within either DACH or UK/I security market across both clients and alliance partners and industry association networks
- Referencability - we must be able to take references from trusted mutual contacts from within our network
- Proactive entrepreneurial sales approach disruptive if necessary
Knowledge and Skills requiredKnowledge: Knowledge of cybersecurity industry deal drivers knowledge of Cyber Security offerings outsourcing business cost & revenue drivers for an IT organization Business case creation Skills: Maturity and creativity during a pursuit to ensure that the BUs needs are met in the long term along with those of Infosys effective and structured communication skills (consultative skills when combined with wit).Performance Measures- Sales Planning and Review
Performance vs TCV Revenue Profitability targets- Market Development
Number of references provided.- Customer Prospecting
Number of NAOs for the Cyber Security Practice.- Opportunity Identification and Qualification
Number of requests for proposals for Large deals (> USD 5M) - could be sole sourced or not.- Proposal Development
Average Infosys PAT across the proposals submitted; average Cyber Security Practice PAT across the proposals submitted.- Proposal Negotiation and Closure
Dollar proposals won; Number (and $) of proposals won / Number (and $) of total proposals submitted.- Account Planning and Review
Cyber Security Practice Revenue; Cyber Security Practice margin; number of large deals; number of new buying centers.- Account Mining
Number of new buying centers; $ from new buying centers; number of new service lines and $ from new service lines.- Account Operations
DSO days; CSAT Score; ELF score.Why Infosys
Infosys is a global leader in next-generation digital services and consulting. We enable clients in 46 countries to navigate their digital transformation.
With nearly four 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.
To learn more about Infosys and see our ideas in action please visit us at
All aspects of employment at Infosys are based on merit competence and performance. We are committed to embracing diversity and creating an inclusive environment for all employees. Infosys is proud to be an equal opportunity employer. Required Experience:
Manager
Role Practice Engagement ManagerDomian Cyber SecurityLocation London UKOperating Network (Internal) Group Practice Engagement Manager. Cyber Security Practice Leadership across Sales Pre-Sales Delivery Marketing Alliances. Vertical CSGs and Vertical Leadership. CIS Practice Engagement Managers an...
Role Practice Engagement ManagerDomian Cyber SecurityLocation London UKOperating Network (Internal) Group Practice Engagement Manager. Cyber Security Practice Leadership across Sales Pre-Sales Delivery Marketing Alliances. Vertical CSGs and Vertical Leadership. CIS Practice Engagement Managers and CIS Leadership.(External) Client Security Teams Chief Information Security Officers CISOs Business Information Security Officers BISOs Data Privacy Officers DPOs Chief Security Architects CSAs Risk & Compliance. Client IT leadership CIO CTO DPO. Client Business Leadership. Client Procurement office. Security Alliance partners / partner platforms.Purpose of the Role- Cyber security sales subject matter expert supporting either Germany/Switzerland or UK/I
- Identify develop and close new security opportunities within existing Cyber Sec clients by working with the supporting teams (including Vertical Sales/Delivery/Architects Cyber Delivery Cyber Solution Architects / Technical SMEs Cyber Marketing)
- Identify develop and close new security opportunities within existing Infosys customers who are not currently Cyber Security Practice customers by working with the supporting teams (including Vertical Sales/Delivery/Architects Cyber Delivery Cyber Solution Architects / Technical SMEs Cyber Marketing)
- Identify develop and close new security opportunities within named Infosys new logo by working with the supporting teams (including Vertical Sales/Delivery/Architects Cyber Delivery Cyber Solution Architects / Technical SMEs Cyber Marketing)
- Support Infosys large strategic multi offering outsourcing/transformation deals from a security perspective throughout the sales cycle. Drive Security by Design approach/methodology differentiation through security and solutioning to minimum compliance in in price to win/BAFO situations.
- Work proactively with Infosys Strategic Security Partners to identify and drive new sales pipeline
- Proactively evangelize Security and Cyber Security Practice across all EMEA Verticals and relevant geos.
Areas of Responsibilities:- Sales Planning and Review
The Practice engagement Manager provides data points to Cyber Security leadership help create a realistic sales plan.- Market Development
The Practice Engagement Manager persuades clients to provide industry wide references; provides input on specific events / sponsorships to corporate marketing; participates in events and conferences to support revenue growth outside the account and increase ROI on events.- Customer Prospecting
The Practice Engagement Manager provides Cyber Security collateral / references / prospecting help (especially virtual or on-site face-face meetings with the client) to Vertical BDM teams. Customers could be existing for Cyber Practice or Infosys (non-Cyber Practice) or targeted new logos. Effective sales qualification will be critical.- Opportunity Identification and qualification
The Practice Engagement Manager navigates the account to identify varied kinds of deals in the account in order to increase Cyber Security revenue share.- Proposal Development
The Practice engagement Manager will partner with Cyber Sec Practice and other business units (BU) if cross-BU proposal and be a part of the integrated pursuit team. S/He will create menu of pricing options (best and worst case) for in case of multi-unit deal and suggested win-price. S/He will provide recommendations on go/no-go from BUs perspective and get HU approvals in order to support BU EM while also considering the BUs targets.- Proposal Negotiation and Closure
The Practice Engagement Manager will (in case of multiple BU pursuits) align with the IBU EMs direction. S/He will set up and facilitate proposal-coaching sessions between client and pursuit teams technical / domain experts. S/He will drive client consensus or at least neutralize opponents articulate business value and drive pricing to articulate business value and win the deal at the right premium.- Contracting and MSA
The Practice engagement Manager provides Cyber BU-specific inputs to the EM and the Commercial Manager. He will be the point-of-escalation if needed to ensure quick closure of the contract with an acceptable level of risk to Infosys.- Account Planning and Review
The Practice Engagement Manager Anchors Cyber Practices contribution in sales Account plans communicates and executes as per plan. S/He conducts periodic review of plan with higher Management to grow in the Account as per plan.- Account Mining
The Practice Engagement Manager prepares for client meetings as per BU EMs guidelines participates actively in client meetings; works with BU EMs to close any opportunities generated in order to expand Cyber Practice BU footprint in account as per plan. S/He works with Delivery closely provides account context and techno-functional review of the meeting material.- Account Operations
The Practice Engagement Manager signs off on SOWs / Contracts and follows up with the client to sign SOWs (for Cyber Practice)- Relationship Management
The Practice Engagement Manager recommends public engagements / conferences / Infosys events that the client and the Cyber Security Practice can jointly benefit from. S/He gets the clients to participate in events and conferences of mutual benefit; sets up periodic reviews with important customer stakeholders per pre-agreed format. S/He sets expectations with individual clients (who can be influenced) before the account relationship review document is presented and tracks to closure of Cyber Security Practice action items - all in conjunction with the Vertical Sales CSG.- People Management
The Practice Engagement Manager Mentors Cyber Security Practice pre-sales solution architect team and works closely with Cyber Security Practice Delivery Managers / Heads to provide development feedback for senior delivery team members of the account management team.Additional Requirements:- Proven experience in a sales SME role in the DACH Cyber Sec market.
- Driving large TCV deals ($5m TCV ) across; Security Operations Centre (SOC) Identity & Access Management (IAM) Security Staff Augmentation Cloud / Network Security inc Zero Trust OT Security
- Proven formal big co sales training eg TAS/MEDDIC/Power Base Selling (or equivalent)
- Personal network within either DACH or UK/I security market across both clients and alliance partners and industry association networks
- Referencability - we must be able to take references from trusted mutual contacts from within our network
- Proactive entrepreneurial sales approach disruptive if necessary
Knowledge and Skills requiredKnowledge: Knowledge of cybersecurity industry deal drivers knowledge of Cyber Security offerings outsourcing business cost & revenue drivers for an IT organization Business case creation Skills: Maturity and creativity during a pursuit to ensure that the BUs needs are met in the long term along with those of Infosys effective and structured communication skills (consultative skills when combined with wit).Performance Measures- Sales Planning and Review
Performance vs TCV Revenue Profitability targets- Market Development
Number of references provided.- Customer Prospecting
Number of NAOs for the Cyber Security Practice.- Opportunity Identification and Qualification
Number of requests for proposals for Large deals (> USD 5M) - could be sole sourced or not.- Proposal Development
Average Infosys PAT across the proposals submitted; average Cyber Security Practice PAT across the proposals submitted.- Proposal Negotiation and Closure
Dollar proposals won; Number (and $) of proposals won / Number (and $) of total proposals submitted.- Account Planning and Review
Cyber Security Practice Revenue; Cyber Security Practice margin; number of large deals; number of new buying centers.- Account Mining
Number of new buying centers; $ from new buying centers; number of new service lines and $ from new service lines.- Account Operations
DSO days; CSAT Score; ELF score.Why Infosys
Infosys is a global leader in next-generation digital services and consulting. We enable clients in 46 countries to navigate their digital transformation.
With nearly four 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.
To learn more about Infosys and see our ideas in action please visit us at
All aspects of employment at Infosys are based on merit competence and performance. We are committed to embracing diversity and creating an inclusive environment for all employees. Infosys is proud to be an equal opportunity employer. Required Experience:
Manager
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