Client Services​/Account Manager-IT Services; Banking Domian

Position: Client Services/Account Manager-IT Services (Banking Domian)
Role:
Associate Engagement Manager/Account Management– Client Services
Domain:
Banking and Financial Services
Financial Size (Revenue/ Budget/Span) USD 5-8M p.a. responsibility for independently-managed portfolio(s); USD 27M for portfolio(s) managed along with the IBU EM. Will need to collaborate and influence across multiple locations/countries. Operating Network (External) As part of independently handling the portfolio(s), the role will interface with clients responsible for the portfolio - Director Level and above, up to CIO-level (based on portfolio size ).
Purpose of the Role
le:

To perform competitor analysis for the IBUs, client introduction, provide analysis and ground intelligence, prepare customer maps of named customers, support the Manager
- Client Services in contract negotiations, to identify right contacts in the client organizations and to inform IBU Manager
- Client Services about customer complaints on project delivery WITH THE OBJECTIVE OF increasing the IBU footprint, leveraging Infosys' first-hand experience against competitors, demonstrating business value to the client, growing accounts and minimizing revenue leakage WITHIN the boundaries of company policies and guidelines.
Areas of Responsibility:
1. Market Development:
The Associate Manager – Client Services will perform competitive analysis for the segment for his account portfolio(s) - primary focus. S/He will work with other ADS' for their analyses for a unified view across the segment for existing account portfolios. S/He will work with UPAM team for sector-specific competitor analysis (from outside sources) in order to leverage Infosys' first-hand experience against competitors and get a  ground assessment ;

and to complement the corporate/unit-driven competitor analysis from Market Research which can bring in the perspective of accounts that are not yet customers for Infosys. S/He will proactively identify the prospects within the client organization or clients within the same industry in order to enhance the market share.
2. Customer Prospecting:
The Associate Manager – Client Services will provide client introductions and account context to help HBU G/EM's efforts in his account portfolio(s) in order to open diverse service-lines (HBUs) in his account in order to increase HBU footprint in the account. S/He will lead the Domain Solutions selling, Cross selling, new products, Intellectual Property selling.
3. Opportunity Identification and

Qualification:

The Associate Manager – Client Services will provide analysis and ground intelligence regarding opportunities (including proactive opportunities) in his account portfolio(s) to the IBU EM in order to engage with the client early and strategically.
4. Proposal Development:
The Associate Manager – Client Services will be responsible for Preparation of Proposal and SoWs for his portfolio(s) through coordinating with different stakeholders such as Procurement, Legal and with multiple units working on the proposal. S/He will perform quantitative analysis to arrive at the win-price recommended including HBU-split; including relevant competitor analysis in order to demonstrate business value to the client(s) in his portfolio(s) and maintain price premium.
5. Proposal negotiation and Closure:
The Associate Manager – Client Services will form  customer map  of named customers with potential/articulated objections to Infosys and recommend action, provide supporting data/analyses needed during negotiation. S/He will coordinate and take meeting notes in internal discussions with management for negotiation approach/approvals etc. in order to articulate business value and win the deal at the right price premium. S/He will Negotiate with Client Executes on the SoW with a combined value of 1-2 million dollar for his portfolio(s).
6. Contracting and MSA: S/He will support the EM (learn on the job) by providing a business-led view on items of contract negotiations E g . which clauses could prove difficult for the team on the ground to implement, what do our competitors usually allow in contracting, relevant information about the lead negotiators from the client (e.g.
This negotiator comes…