EM Utilities

Infosys • Richmond, VA

1d

About The Position

Infosys is seeking a Client Partner for its Utilities vertical. The person will lead all client interfaces within the assigned account scope and, along with the Senior Client Partner / Group Managers build an account plan for the client management. Usually, the Client Partner handles a single account or part of a large account with a P&L of $30MM to $50MM.

Role Description:
Client relationship management and business development: manage client relationships, build a portfolio up to $30-50M, own the opportunity management cycle: Prospect-Evaluate-Propose-Close
Client delivery assurance: collaborate with all delivery stakeholders involved to ensure fulfillment of all commitments to the client
Account planning and governance: Create the account plan, including the required relationships, opportunities to be pursued, price decisions, etc.
Conduct research as well as competitor analysis, as well as conducting client presentations, estimation efforts and proposals and negotiations
Collaborate with the Delivery Manager to address all people or infrastructure-related issues that may be affecting the delivery of the project vis-à-vis the specific client.
Balance different projects running for the client that may involve different delivery managers or horizontal competency units’ resources.
Taking Go-to-market solutions to accounts within the account scope -responsible for driving revenues from Go-to-market solutions being sponsored by the business unit.
Work closely with the Solutions Leader to build customized solutions pitches for the target account, and drive the revenues and delivery of these solutions to the account scope
Build an Account Plan for the account scope – with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed
Pricing decisions within the scope of the Master Services Agreement
Pre-sales proposal support for new business development outside of the account scope
Provide necessary input for building future alliances with relevant product vendors

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 and 11+ years of experience, with strong sales/relationship management/account management experience
• Strong business development track record with experience in pursuing business transformation and large outsourcing deals.
• Experience in the Industrial/Process Manufacturing and Commodities Sector focused on Agribusiness, Mining, Chemical or Food/Beverages industry verticals.
• 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.

Nice To Haves

• Knowledge of industry-specific go-to-market solutions
• Good understanding of industry-specific business issues and drivers
• Exposure to engagement involving ERP Packages (e.g. SAP), IT-OT and next-generation AI-Analytics technologies
• 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, build a portfolio up to $30-50M, own the opportunity management cycle: Prospect-Evaluate-Propose-Close
• Collaborate with all delivery stakeholders involved to ensure fulfillment of all commitments to the client
• Create the account plan, including the required relationships, opportunities to be pursued, price decisions, etc.
• Conduct research as well as competitor analysis, as well as conducting client presentations, estimation efforts and proposals and negotiations
• Collaborate with the Delivery Manager to address all people or infrastructure-related issues that may be affecting the delivery of the project vis-à-vis the specific client.
• Balance different projects running for the client that may involve different delivery managers or horizontal competency units’ resources.
• Drive revenues from Go-to-market solutions being sponsored by the business unit.
• Work closely with the Solutions Leader to build customized solutions pitches for the target account, and drive the revenues and delivery of these solutions to the account scope
• Build an Account Plan for the account scope – with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed
• Make pricing decisions within the scope of the Master Services Agreement
• Provide pre-sales proposal support for new business development outside of the account scope
• Provide necessary input for building future alliances with relevant product vendors

Benefits

• Infosys provides equal employment opportunities to applicants and employees without regard to race; color; sex; gender identity; sexual orientation; religious practices and observances; national origin; pregnancy, childbirth, or related medical conditions; status as a protected veteran or spouse/family member of a protected veteran; or disability.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior