Manager - Client Services-Utilities

Infosys•Richmond, WA

About The Position

Infosys is seeking a Client Partner for the 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 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 driving 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 account scope. Provide necessary input for building future alliances with relevant product vendors. About Infosys Utilities: Infosys helps water, gas, and power utilities adopt digital technology to address demand and supply-side dynamics. We empower enterprises with capabilities to improve service delivery, drive innovation, and thrive in the renewable energy landscape. Our digital ecosystem navigates business challenges, opportunities, and risks and helps utility enterprise to respond to shifts in user preferences, comply with regulations, and mitigate risks of unforeseen events.

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.

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

Lead all client interfaces within the assigned account scope.
Build an account plan for client management.
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 required relationships, opportunities to be pursued, and price decisions.
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.
Drive revenues from Go-to-market solutions within the account scope.
Work closely with the Solutions Leader to build customized solutions pitches and drive revenues and delivery.
Provide input for building future alliances with relevant product vendors.