Senior Client Partner

Job Description:

Role: Senior Client Partner/Client Services/Business Development/Client Engagement

Industry: IT Services

Domain: Banking and Financial Services

Location: Paris, France

Experience Required: 15+ Years

Purpose of the Role
:

We are looking for a Senior Leader for our Client Services Group in France. The scope of this role covers entire Europe. Experience in serving clients in France and Europe in IT Services area is a must-have experience. Our focus is Services accounts; with specific focus on
Banking and Financial Services
Industry. Experience working with any one or more of these industry segments will be preferred. Provide client introductions, customer context to internal teams. 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 IBU 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.

Areas of Responsibility
:

1. Market Development and Prospecting - Client Services analyses the current accounts and target prospects to identify right set of Buyers, their buying patterns and help tailor offerings, solutions for specific industry segment, account. S/He is responsible for reaching out to identified target Buyers through multiple levers, such as Cold-calling, partnerships, events

2. Opportunity Identification and Qualification - Client Services will navigate the account to identify varied kinds of deals in the account in order to increase Infosys' revenue and market share.

3. Proposal Development, Negotiation and Closure – Client Services will form pursuit team across Infosys internal units / external partners if needed. S/He positions 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. S/He sets up and facilitates proposal-coaching sessions between client and pursuit team's technical / domain experts and drives the proposal to closure.

4. Contracting and MSA – Client Services facilitates the discussion between Client and Infosys teams involved in contracting (Legal, Data Privacy..), and acts as the point-of-escalation if needed, in order to ensure quick closure of the contract with acceptable level of risk to Infosys.

5. Account Planning and Review – Client Services develops the Account Plan in conjunction with the other stakeholders (Service line/HBU mix, revenues, profitability. S/He will develop relationship map, and market share analysis. S/He communicates and executes as per the A/c plan; and conducts periodic review of the plan with higher Management in Infosys in order to grow in the Account as per plan.

6. Account Mining – Client Services identifies the right contacts within the client organization, secures meetings with the clients appropriately; sets appropriate agenda (client context, pain points, industry / competitive context, Infosys value proposition). S/He anchors meetings and closes any opportunities generated. S/He reviews meeting material in order to grow the account by positioning Infosys strategically and as an existing trusted partner.

7. Account Operations – Client Services signs off on SOWs / Contracts and follows up with the client to sign off on the SOWS. S/He is responsible for Collections of AR.

8. Relationship Management – Client Services handles customer complaints about project executions across IBU delivery and HBUs, as well as negotiates on MSAs and SOWs. S/He identifies and recommends the right Infosys executives (starting with Segment Heads) with whom the client can connect; sets up meetings and sets the right expectations. S/He sets up periodic reviews with important customer stakeholders as per the pre-agreed format.

Knowledge, Skills required for the role:

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. Skills: 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). Performance Measures 1. Revenue Growth, Revenue from New Relationships, Number of Large Deals Closed, Customer Satisfaction Index.

About Infosys

Infosys is a global leader in next-generation digital services and consulting. We enable clients in 56 countries to navigate their digital transformation. With over three decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through the many next of 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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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 proud to be an equal opportunity employer.