Business Development Manager

OverviewRole InformationRole: Business Development Manager / Sales ManagerRole Designation: Business Development Manager/Sales Manager; Senior Business Development Manager/Senior Sales ManagerCareer Stream: Global MarketsCareer Sub Stream: SalesReports to: Sales HeadBillable Role (Y/N): NSupervises: Not specifiedBillable Utilization: NAFinancial Size (Revenue/Budget/Span): 2-3 new accounts (1-2 Class A) per half; US$ 1-2M per halfIncumbency: MultipleTeam Size & Dispersion: TAL of 30-35 accounts; 7-10 Class A/Must Win; Direct reports: 1-2; Location: Onsite / OffshoreResponsibilitiesGenerate 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 RequirementsRole: Business Development Manager / Sales Manager; Senior Business Development Manager / Senior Sales ManagerEngineering GraduateCA / Tier MBA*Non Engineering GraduatePhDMinimum No. of Years: 11-9 (as per original text; left as stated)Areas of ResponsibilityBusiness Planning Organization / Unit LevelThe 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 ReviewFor target accounts identified by HoS, perform customer profiling and account planning; set revenue/margin targets by service line to formulate a winning strategy.Market DevelopmentPersuade 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 ProspectingIdentify 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 QualificationIdentify opportunities in TAL, qualify for pursuit, and create an opportunity plan to maintain a healthy pipeline.Proposal DevelopmentIdentify the right team and external partners, gather competitive intelligence, model/solution inputs, and develop a winning proposal.Proposal Negotiation and ClosureSet 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 MSAIdentify MSA accounts, position Infosys as strategic partner, and negotiate terms to foster long-term relationships.Account Planning and ReviewDevelop the account plan with stakeholders, maintain relationship maps, and conduct periodic reviews to grow the account per 18-month plan.Account MiningIdentify contacts, anchor meetings, and close opportunities. Ensure ongoing participation from HBUs/Partners and move accounts from hunt to farm mode as guided.Account OperationsSign off on SOWs, manage invoicing and payments, minimize revenue leakage, and track CSAT/ELF scores. Maintain opportunity data and pipeline discipline.Relationship ManagementHandle client escalations, coordinate CXO meetings, publish action items, and track closure. Develop third-party/vendor relationships as needed.People ManagementMentor and develop team members, manage performance and promotions, and address HR matters to maintain engagement.Organization InitiativesParticipate in organization-level initiatives to contribute to growth and success.Knowledge & SkillsKnowledge: Knowledge of outsourcing business drivers, financial analysis, and value proposition across Infosys offerings.Skills: Effective communication, conflict resolution,