EM Telecom

Infosys•Bridgewater, NJ

About The Position

Infosys is seeking a Client Partner for the Communication Services vertical. This role involves leading all client interfaces within the assigned account scope and collaborating with Senior Client Partners/Group Managers to build an account plan. Typically, the Client Partner manages a single account or a portion of a large account with a P&L of $30MM to $50MM. The responsibilities include managing client relationships, building a portfolio up to $30-50M, owning the opportunity management cycle (Prospect-Evaluate-Propose-Close), ensuring fulfillment of all commitments to the client by collaborating with delivery stakeholders, and creating account plans that detail required relationships, opportunities, pricing decisions, and competitor analysis. The role also involves conducting client presentations, estimation efforts, proposals, and negotiations. Collaboration with the Delivery Manager is key to addressing people or infrastructure issues affecting project delivery. The Client Partner will balance different projects for the client, drive revenues from Go-to-market solutions sponsored by the business unit, and work closely with the Solutions Leader to build customized solution pitches. They will also provide input for building future alliances with product vendors. Infosys’ Communications Services vertical helps communication providers deliver reliable connectivity, mobility, and high-bandwidth experiences by modernizing networks, elevating agility, and improving customer experiences through digital platforms. They support communication enterprises in scaling growth and accelerating innovation by simplifying complexity across people, processes, systems, and partnerships, enabling lean, digital-first operations and enhancing capabilities for resilient, next-generation networks.

Requirements

Bachelor’s degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education.
11+ years of experience, with strong sales/relationship management/account management experience.
Significant business development and project management experience.
Experience in the relevant industry/vertical.
Track record of interacting and building relationships with C-level client contacts.
Hands-on experience with proposal creation and leading proposal presentations.
Strong leadership, interpersonal, communication, and presentation skills.
Wide variety of IT and business consulting engagement experience.
Candidates authorized to work for any employer in the United States without employer-based visa sponsorship are welcome to apply.
Infosys is unable to provide immigration sponsorship for this role at this time.

Nice To Haves

Knowledge of industry specific go-to-market solutions.
Good understanding of industry specific business issues and drivers.
Global Delivery Model experience.
Experience managing large multi-location consulting engagement teams.
Track record as an Account Manager in a rapidly growing client relationship.

Responsibilities

Manage client relationships and build a portfolio up to $30-50M.
Own the opportunity management cycle: Prospect-Evaluate-Propose-Close.
Collaborate with all delivery stakeholders to ensure fulfillment of all commitments to the client.
Create the account plan including relationships required, opportunities to be pursued, price decisions, etc.
Conduct research and competitor analysis.
Conduct client presentations, estimation efforts, proposals, and negotiations.
Collaborate with the Delivery Manager to address people or infrastructure related issues affecting project delivery.
Balance different projects running for the client that may involve different delivery managers or horizontal competency units’ resources.
Take Go-to-market solutions to accounts within the account scope and drive revenues from these solutions.
Work closely with the Solutions Leader to build customized solutions pitches for the target account and drive revenues and delivery of these solutions.
Build an Account Plan for the account scope with details of relationships, opportunities, revenue expectations, potential threats, and weaknesses.
Make pricing decisions within the scope of the Master Services Agreement.
Provide pre-sales proposal support for new business development outside of account scope.
Provide necessary input for building future alliances with relevant product vendors.