01Responsibilities
1. Market Development: Persuade clients to provide industry-wide references IN ORDER TO support revenue growth outside the account and increase ROI on events. 2. Customer Prospecting: Provide client introductions, customer context etc. To support the HBU G/EMs efforts in his/her account IN ORDER TO open diverse service-lines (HBUs) in his/her account. 3. Opportunity Identification and 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. 4. 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). Recommend and defend win-price at the appropriate levels (considering the size of the deal) of management/finance and procure all approvals. 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. Set expectations and ratify the solution with client IN ORDER TO demonstrate business value to the client maintain Infosys price premium .
