KNOWLEDGE AND SKILLS REQUIRED

Knowledge: Knowledge of outsourcing business, cost and revenue drivers for an IT organization, Business case creation, Financial ratios and analysis (IRR, NPV, ROCE etc.), Statistical analysis (regression, correlation, mean, median, mode, frequency distributions), Presentation skills, knowledge of legal and contracting issues, develop a high level knowledge (including value proposition) of Infosys’ offerings.
Skills: Effective and structured communication skills (consultative skills when combined with business case creation above), conflict resolution / consensus building skills, problem solving skills, negotiation skills, Commercial Acumen, identification of political land, sense of humor, leadership and networking skills.

Performance Measures

• Sales Planning and Review
• 18 month Revenue
• Number of new A/Cs opened
• Profitability
• Service Line Mix
• Market Development

Number of references provided

• Customer Prospecting

Unqualified Pipeline

• Opportunity Identification and Qualification

Qualified Pipeline

• Proposal Development

Win ratio

• Proposal Negotiation and Closure
• Win ratio
• Revenue at risk
• Contracting and MSA
• Suggested - time to close MSA
• Ensuring MSAs are up to date
• Account Planning and Review
• Account Revenue
• HBU Revenue mix
• Account margin
• Number of large deals
• Percentage of non-linear revenue
• Account Mining
• Number of new buying centers
• $ From new buying centers
• Number of new service lines
• $ from new service lines
• Account Operations
• RAR, DSO days
• CSAT Score
• ELF score
• Sales process compliance (percentage) - generated in Cimba
• Relationship Management
• Number of client escalations
• Number of CXO meetings

TASKS:

Bigger portfolio, a team of ABDM/BDMs, Org level initiative