Commercial Technology/Digital Partner,

Found in: Jooble UK C2 - 3 weeks ago

London, United Kingdom Infosys Full time

Role – Client Partner/Engagement Manager Technology – Sales/ Client Services
Domain – Energy
Compensation – Competitive (Including Bonus)

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 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 - Persuade clients to provide industry-wide references IN ORDER TO support revenue growth outside the account and increase ROI on events.
# To support the HBU G/EM`s efforts in his/her account IN ORDER TO open diverse service-lines (HBUs) in his/her account.
# Opportunity Identification & Qualification - Navigate the account to identify varied kinds of deals in the account IN ORDER TO increase Infosys` revenue and HBU mix and improve market share.
# Proposal Development - Internal: Form pursuit team across BUs/external partners if needed. Position 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. Drive consensus between BUs on pricing (including revenue transfer if required). External: Clarify client expectations (where possible, coach the client on what s/he can expect based on knowledge of the account and industry). Collect ground level intelligence on client drivers and competitor moves. Contracting & MSA - Facilitates the discussion for the Commercial Manager; point-of-escalation if needed IN ORDER TO ensure quick closure of the contract with acceptable level of risk to Infosys
# Account Planning & Review - Develops the Account Plan in conjunction with the other stakeholders (Service line/HBU mix, revenues, profitability. Develops relationship map, market share analysis); Conducts periodic review of the plan with higher Management in Infosys IN ORDER TO grow in the Account as per plan.
# Account Mining - External: With client, identify the right contacts within the client organization. Provides account context (including topics to avoid), allocates roles and responsibilities for ongoing client interactions. Reviews meeting material IN ORDER TO grow the account by positioning Infosys strategically and as an existing trusted partner.
# Account Operations - Signs off on SOWs/ Contracts and follows up with the client to sign off on the SOWS. Acts as the next level of escalation beyond the Commercial Manager for invoice disputes, payment release etc. Handles customer complaints about project executions across IBU delivery and HBUs, as well as negotiations on MSAs and SOWs (which the Commercial Manager leads). Expectation setting with individual clients who can be influenced before the Account relationship review document is presented formally. Collaborates with Delivery management (HBU & IBU delivery), HBU GEMs, Finance/Legal and IBU Leadership to resolve escalations. Prepares executive briefing documents, coaches on high level messages that resonate with account context. Mergers & Acquisitions - Reviews ADS` account specific competitor and provides opportunity analyses to Commercial Manager IN ORDER TO help validate the business case.
# People Management – Mentors account team, works closely with delivery managers/heads to provide development feedback for senior delivery team members of the account management team, coaches direct reports. IN ORDER TO improve CSAT, ESAT and de-risk the engagement.
# Org-mandated initiatives (such as CSAT actionizing): Leverage account context to present these favorably to the customer IN ORDER TO get added learning and growth opportunities and additionally contribute to the organization.


Knowledge of outsourcing business, cost & revenue drivers for an IT organization, Business case creation, financial ratios and analyses (IRR, NPV, ROCE etc.), Statistical analyses (regression, correlation, mean, median, mode, frequency distributions), and knowledge of legal & contracting issues.

Effective and structured communication skills (consultative skills combined with business case creation knowledge), conflict resolution / consensus building skills within Infosys as well as with partners / clients. Problem solving skills, negotiation skills, and commercial acumen. Identification of the political landscape, leadership skills, presentation skills and relationship-building skills (a good sense of humor is an advantage).

High quality awareness
All aspects of employment at Infosys are based on merit, competence and performance. We are committed to embracing diversity and creating an inclusive environment for all employees. Infosys is a global leader in next-generation digital services and consulting. We enable clients in 56 countries to navigate their digital transformation.

With nearly four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.

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