Jobs in Dubai, United Arab Emirates

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

Supervises Not specified

Billable Utilization N/A

Financial Size 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 being Class A/Must Win

Number of Direct reports 1-2

Location Onsite / Offshore

Operating Network (Internal) Head of Sales; Account Development Specialist; All HBUs; IBU delivery; Finance; Legal; HR; CCD; IS; UPAMs; GEMs; DHs; IBU Heads; NBD team; HoS

Operating Network (External) Clients (CXOs, Business Leadership, IT Leadership and below; Procurement office; Client Audit and compliance); Alliance partners; other contractors at Client

Generate leads through meetings / presentations at conferences; partner contacts; client organization contacts; news reports; analysts and deal consultants. Conduct customer profiling; A/C planning; set revenue / margin targets by services line at the account level. Create and / 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 support from pre-sales partner units and external partners. Research and provide analysis on all key accounts to understand needs and develop organization charts / structures for key accounts. Identify internal and external partners; provide intelligence on competition; determine target price; secure internal approvals; co-develop inputs to model / solution; provide content as necessary. Negotiate teaming agreements and prices; negotiate MSA terms and conditions. Handover projects to delivery for execution when won. Develop account plans and relationship maps; sign off on SOWs; submit invoices and follow up for payments; handover the account to the appropriate person at the right time to meet revenue targets and to move the account from hunt to farm mode within assigned accounts and guidelines.

Education Engineering Graduate; CA / Tier MBA*; Non Engineering Graduate; PhD

Minimum No. of Years 11-9? (Note: Original text: 119 and 1412 appear as artifacts; retain as provided if needed; otherwise consider standard ranges based on role at Infosys)

Career Stream NA

For Higher Proficiency 20

Minimum Years (Higher Proficiency) 14-12

Knowledge: Knowledge of outsourcing costs and revenue drivers for an IT organization; business case creation; financial ratios and analysis (IRR, NPV, ROCE); statistical analysis; presentation skills; knowledge of legal and contracting issues; understanding Infosys offerings.

Skills: Effective and structured communication; consultative skills; conflict resolution; problem solving; negotiation; commercial acumen; leadership and networking.

• Business Planning Provide revenue and profitability numbers for TAL accounts; market / segment analysis; needs / services / solutions identification to support revenue goals at unit level.
• Sales Planning and Review Profile accounts; set revenue targets by service line; develop winning strategies for account openings.
• Market Development Engage clients for references, case studies, joint webinars; coordinate events with marketing; participate in events and identify alliances to support revenue growth.
• Customer Prospecting Identify contacts; secure meetings; prepare agendas; develop account plans; ensure executive sponsorship and participation; create pipeline of opportunities.
• Opportunity Identification and Qualification Identify opportunities; create an opportunity plan; align with partner units and sponsorships.
• Proposal Development Identify team and external partners; develop content; model solutions; obtain approvals for proposals.
• Proposal Negotiation and Closure Present proposals; negotiate; determine LOE / SOW; ensure smooth handover to delivery.
• Contracting and MSA Position Infosys for MSA; negotiate terms to foster long-term relationship.
• Account Planning and Review Develop account plan with stakeholders; monitor revenue and profitability; review periodically.
• Account Mining Expand relationships; anchor meetings; push for farm mode post-hunt.
• Account Operations Sign off on SOWs/Contracts; manage invoices and collections; CSAT/ELF focus; minimize revenue leakage.
• Relationship Management Manage client escalations; arrange CXO meetings; coordinate public engagements and events with client benefit; conduct periodic reviews.
• People Management Coach and support team development; mentoring and performance feedback.
• Organization Initiatives Contribute to organization-level initiatives.

• 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; Non-linear revenue
• Account Mining Number of new buying centers; Revenue from new centers; Number of new service lines
• Account Operations DSO; CSAT; ELF; Sales process compliance
• Relationship Management Number of client escalations; Number of CXO meetings; CSAT; ELF
• People Management 360-degree feedback score
• Organization Initiatives Number of initiatives

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

Required Experience: Manager