Associate Manager - Client Services - FS - Ams

Role Information****Role Associate Engagement Manager

Role Designation Associate Manager – Client Services/ Associate Business Development Manager/

Associate Sales Manager

Career Stream Global Markets

Career Sub Stream Client Services

Reports to Manager- Client Services/ Practice Engagement Manager/ Business Development Manager.Billable Role (Y/N)

N

Supervises NABillable Utilization

NA

Financial Size

(Revenue/ Budget/Span)

USD 5-8M p.a. responsibility for independently-managed portfolio(s); USD 27M for portfolio(s) managed along with the IBU EM.Incumbency

(Single/ Multiple)

Multiple

Team Size & Dispersion

(Direct & Indirect reports, Single/ Multiple locations)

Independent ownership of portfolio(s) or geographic location in multi-location client. Will need to collaborate and influence across multiple locations/countries.Location

(Onsite/ Offshore)

Onsite and Offshore

Operating Network (Internal)

All HBU’s, IBU Delivery, Finance, Legal, HR, CCD, IS, UPAM’s, GEM’s, DH’s, IBU Heads, New Business Development Team.

Operating Network (External)

As part of independently handling the portfolio(s), the role will interface with clients responsible for the portfolio - Director Level and above, up to CIO-level (based on portfolio size).

1 Associate Manager – Client Services/ Associate Business Development Manager/

Associate Sales Manager

To perform competitor analysis for the IBUs, client introduction, provide analysis and ground intelligence, prepare customer maps of named customers, support the Manager - Client Services in contract negotiations, to identify right contacts in the client organizations and to inform IBU Manager - Client Services about customer complaints on project delivery WITH THE OBJECTIVE OF increasing the IBU footprint, leveraging Infosys' first-hand experience against competitors, demonstrating business value to the client, growing accounts and minimizing revenue leakage WITHIN the boundaries of company policies and guidelines.

Areas of Responsibility

• Market Development:

The Associate Manager – Client Services will perform competitive analysis for the segment for his account portfolio(s) - primary focus. S/He will work with other ADS' for their analyses for a unified view across the segment for existing account portfolios. S/He will work with UPAM team for sector-specific competitor analysis (from outside sources) in order to leverage Infosys' first-hand experience against competitors and get a "ground assessment"; and to complement the corporate/unit-driven competitor analysis from Market Research which can bring in the perspective of accounts that are not yet customers for Infosys.

S/He will proactively identify the prospects within the client organization or clients within the same industry in order to enhance the market share.

• Customer Prospecting:

The Associate Manager – Client Services will provide client introductions and account context to help HBU G/EM's efforts in his account portfolio(s) in order to open diverse service-lines (HBUs) in his account in order to increase HBU footprint in the account.

S/He will le