GCC/Senior Practice Engagement Manager

Infosys

About The Position

The Senior Practice Engagement Manager is responsible for end-to-end sales for IT Global Capability Center (GCC) solutions, from identifying opportunities through deal closure. The role develops tailored proposals with cross-functional teams, builds relationships with CXO-level stakeholders, and pursues new opportunities across industries and geographies. It also includes account planning, pipeline development, negotiations, contracting, project handoff, account operations, and relationship management to grow revenue and strengthen client partnerships. The position develops business and sales plans for assigned target accounts, analyzes markets and client needs, sets account-level revenue and margin targets, and creates account plans and relationship maps. It identifies and qualifies opportunities, coordinates proposal teams and external partners, contributes solution and commercial inputs, negotiates proposals and agreements, and supports effective handover of awarded work to delivery teams. Account operations include signing off on statements of work and contracts, invoicing, payment follow-up, customer satisfaction activities, and maintaining opportunity and account data. The role also develops market references and joint marketing opportunities, manages client and third-party relationships, handles escalations with internal stakeholders, and guides team members through mentoring and other people-management activities. Performance is assessed across revenue, account growth, profitability, pipeline, win rates, client satisfaction, relationship development, and organizational contributions. Applicants must be authorized to work in the United States without employer-based visa sponsorship; Infosys cannot provide sponsorship for this role.

Requirements

16–25 years of experience in IT services sales, with a focus on GCCs or shared services.
Proven track record of successfully selling complex solutions to large enterprises.
Strong understanding of GCC models, including setup, operations, and governance.
Excellent communication and negotiation skills, with the ability to influence at senior levels.
Knowledge of the outsourcing business and cost and revenue drivers for an IT organization.
Knowledge of business-case creation, financial ratios and analysis, and statistical analysis.
Presentation skills and knowledge of legal and contracting issues.
Ability to develop high-level knowledge of Infosys offerings and value propositions.
Structured communication and consultative skills.
Conflict resolution, consensus-building, problem-solving, negotiation, and commercial acumen skills.
Leadership, networking, and political awareness skills.
Authorization to work in the United States for any employer without employer-based visa sponsorship.

Responsibilities

Drive end-to-end sales of GCC solutions, from opportunity identification through deal closure.
Identify and pursue new GCC opportunities across industries and geographies.
Build and maintain relationships with CXO-level stakeholders and understand their GCC needs.
Develop business plans, market and segment analyses, and revenue and profitability forecasts for target accounts and organizational units.
Profile customers, create account plans, and set account-level revenue and margin targets by service line.
Create and edit messaging about Infosys services and solutions; participate in events, conferences, and joint alliance marketing activities.
Generate leads, identify client contacts, arrange meetings, and research key accounts and their organizational structures and needs.
Develop account plans, relationship maps, executive sponsorship, and client meeting materials to position Infosys as a strategic partner.
Identify and qualify opportunities, create opportunity plans, and coordinate alignment with partner units and executive sponsors.
Assemble proposal teams and external partners; provide competitive intelligence, pricing targets, internal approval support, solution inputs, and proposal content.
Present proposals, negotiate commercial terms, obtain and upload letters of engagement and statements of work, and negotiate teaming agreements and partner pricing.
Negotiate master service agreement terms and conditions and support long-term client relationships.
Hand over won projects to delivery teams for execution and transition accounts from pursuit to ongoing account management as appropriate.
Review account plans with stakeholders and management; monitor service-line mix, revenue, profitability, market share, and account growth.
Develop existing accounts by identifying new buying centers, contacts, service lines, and opportunities.
Sign off on statements of work and contracts, follow up on client signatures, submit invoices, resolve invoice disputes, and pursue payment release.
Identify clients for satisfaction surveys and follow up on customer satisfaction and related feedback.
Maintain company, opportunity, contact, and proposal records; keep opportunity data current and schedule pipeline and account reviews.
Manage customer complaints and escalations in coordination with delivery teams and internal stakeholders.
Arrange client and executive meetings, prepare executive briefings, set expectations, coordinate relationship reviews, and track action items to closure.
Develop relationships with third-party vendors as needed.
Guide and mentor team members and contribute to career planning, reviews, appraisals, compensation and promotion inputs, and grievance handling.
Participate in organization-level initiatives as directed.
For higher-proficiency roles, manage a larger portfolio, a team of ABDMs/BDMs, and organization-level initiatives.