Senior Manager - Client Services - LS

Role: Engagement Senior Manager

Role Designation: Senior Manager / Senior Manager – Client Services

Career Stream: Global Markets

Career Sub Stream: Client Services

Reports to: Group Senior Manager - Client Services

Billable Role (Y/N):

Supervises: Associate Business Development Manager/ Associate Senior Manager -- Client Services/ Associate Sales Manager

Billable Utilization: NA

Incumbency: Multiple

Financial Size (Revenue/ Budget/Span): ~ $80M per year across small, medium and large accounts.

Team Size & Dispersion: Number of Direct reports : 1 AEM and 1 EM. Likely to expand in future

Location: Basel, Switzerland

Operating Network (Internal): Group Senior Manager
- Client Services, Associate Senior Manager
- Client Services/ Business Development Associate , All HBUs, IBU delivery, Finance, Legal, HR, CCD, IS, UPAMs, GEMs, DHs, IBU Heads, and NBD team.

Operating Network (External): Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit & compliance), Alliance partners, and other contractors (direct competitors, other companies managing PMO, independent contractors etc.)

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Senior Manager / Senior Manager – Client Services We are looking for a Senior Sales professional in our Client Services Group in Basel. Experience in serving clients in Europe in IT Services area is a must-have experience. Our focus is Services accounts; with specific focus on Life Services Industry. Experience working with any one or more of these industry segments will be preferred.

Provide client introductions, customer context to internal teams. Navigate account to identify varied kinds of deals; form and lead pursuit teams, recommend & defend the win price, understand client drivers and competitor moves, interface with client on expectations, develop account plan, review and follow it. Drive MSA / SOWs / payments (AR), resolve delivery escalations and complaints, mentor IBU account team with an objective of demonstrating business value to the client.

Maintaining the Infosys price premium, enhancing client satisfaction and growing the account as per the account plan within the assigned account.

• Market Development and Prospecting
  The Senior Manager – Client Services analyses the current accounts and target prospects to identify right set of Buyers, their buying patterns and help tailor offerings, solutions for specific industry segment, account. S/He is responsible for reaching out to identified target Buyers through multiple levers, such as Cold-calling, partnerships, events
• Opportunity Identification and Qualification
  The Senior Manager – Client Services will navigate the account to identify varied kinds of deals in the account in order to increase Infosys' revenue and market share.
• Proposal Development, Negotiation and Closure
  The Senior Manager – Client Services will form pursuit team across Infosys internal units / external partners if needed. S/He positions client-facing team with client, explain client context, coach the pursuit team, suggest win price and drive this among various BUs based on competitive intelligence, future potential, positioning with client. S/He sets up and facilitates proposal‑coaching sessions between client and pursuit team’s technical / domain experts and drives the proposal to closure.
• Contracting and MSA
  The Senior Manager – Client Services facilitates the discussion between Client and Infosys teams involved in contracting (Legal, Data Privacy..), and acts as the point-of‑escalation if needed, in order to ensure quick closure of the contract with acceptable level of risk to Infosys.
• Account Planning and Review
  The Senior Manager – Client Services develops the Account Plan in conjunction with the other stakeholders (Service…