Business Development Manager - Dubai - Infosys

Description

Overview

Role Information

Role: Business Development Manager / Sales Manager
Role Designation: Business Development Manager/Sales Manager; Senior Business Development Manager/Senior Sales Manager
Career Stream: Global Markets
Career Sub Stream: Sales
Reports to: Sales Head
Billable Role (Y/N): N
Supervises: Not specified
Billable Utilization: NA
Financial Size (Revenue/Budget/Span): 2-3 new accounts (1-2 Class A) per half; US$ 1-2M per half
Incumbency: Multiple
Team Size & Dispersion: TAL of 30-35 accounts; 7-10 Class A/Must Win; Direct reports: 1-2; Location: Onsite / Offshore

Responsibilities

Generate leads through meetings/presentations at conferences, partner contacts, client organizations, news reports, analysts, and deal consultants. Perform customer profiling, account planning, and set revenue/margin targets by service line at the account level. Create or edit messaging around Infosys services and solutions as needed. Identify and secure meetings with the right contacts in the client organization; anchor meetings and pursue opportunities with pre-sales and external partners. Research and analyze key accounts to understand needs, develop organization charts/structures, and determine internal/external teams and partners. Provide intelligence on competition, determine target pricing, secure internal approvals, and co-develop solutions with inputs as required. Negotiate teaming agreements, prices, and MSAs. Handover projects to delivery for execution when won. Develop account plans and relationship maps; sign off on SOWs, manage invoices, and ensure timely payments. Handover accounts to the appropriate owner at the right time to pursue a strategy that opens accounts and achieves revenue targets. Move accounts from hunt to farm mode within assigned sets and organizational guidelines.

Within the Infosys context, collaborate with internal and external stakeholders to meet revenue targets, ensure account growth, and maintain long-term client relationships.

Educational Qualification and Experience Requirements

Role: Business Development Manager / Sales Manager; Senior Business Development Manager / Senior Sales Manager

• Engineering Graduate
• CA / Tier MBA*
• Non Engineering Graduate
• PhD

Minimum No. of Years: 11-9 (as per original text; left as stated)

Areas of Responsibility

• Business Planning Organization / Unit Level

  The Business Development Manager will provide revenue and profitability numbers for TAL accounts, perform market/segment analysis, and identify needs/solutions to help set revenue/margin goals at the unit level.

• Sales Planning and Review

  For target accounts identified by HoS, perform customer profiling and account planning; set revenue/margin targets by service line to formulate a winning strategy.

• Market Development

  Persuade clients to provide references, analyst references, case studies, joint webinars, and speaking engagements. Contribute to events and sponsorships planning; identify alliances and ROI on events.

• Customer Prospecting

  Identify right client contacts, secure meetings, set agendas, research accounts, develop organization charts, and create account plans. Enlist executive sponsorship and ensure active participation from HBUs/Partners; create a pipeline of opportunities.

• Opportunity Identification and Qualification

  Identify opportunities in TAL, qualify for pursuit, and create an opportunity plan to maintain a healthy pipeline.

• Proposal Development

  Identify the right team and external partners, gather competitive intelligence, model/solution inputs, and develop a winning proposal.

• Proposal Negotiation and Closure

  Set up prospect meetings, discuss commercials, secure LOE/SOW, and ensure proper handover to delivery on win. Negotiate teaming agreements and prices to achieve the best price and timely delivery.

• Contracting and MSA

  Identify MSA accounts, position Infosys as strategic partner, and negotiate terms to foster long-term relationships.

• Account Planning and Review

  Develop the account plan with stakeholders, maintain relationship maps, and conduct periodic reviews to grow the account per 18-month plan.

• Account Mining

  Identify contacts, anchor meetings, and close opportunities. Ensure ongoing participation from HBUs/Partners and move accounts from hunt to farm mode as guided.

• Account Operations

  Sign off on SOWs, manage invoicing and payments, minimize revenue leakage, and track CSAT/ELF scores. Maintain opportunity data and pipeline discipline.

• Relationship Management

  Handle client escalations, coordinate CXO meetings, publish action items, and track closure. Develop third-party/vendor relationships as needed.

• People Management

  Mentor and develop team members, manage performance and promotions, and address HR matters to maintain engagement.

• Organization Initiatives

  Participate in organization-level initiatives to contribute to growth and success.

Knowledge & Skills

• Knowledge: Knowledge of outsourcing business drivers, financial analysis, and value proposition across Infosys offerings.
• Skills: Effective communication, conflict resolution, problem solving, negotiation, commercial acumen, leadership and networking.

Performance Measures

• Sales Planning and Review
  • 18 month Revenue
  • Number of new accounts 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
  • Time to close MSA
  • MSAs 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
  • Revenue from new buying centers
  • Number of new service lines
  • Revenue from new service lines
• Account Operations
  • DSO, CSAT score, ELF score
  • Sales process compliance
• Relationship Management
  • Number of client escalations
  • Number of CXO meetings
  • CSAT
  • ELF scores
• People Management – 360-degree feedback score
• Organization Initiatives – Number of organization-level initiatives

Additional Criteria for Higher Proficiency

Tasks: Bigger portfolio, a team of ABDM/BDMs, org-level initiatives

Required Experience: Manager

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