Senior Manager - Client Services - FS - Leeds

Infosys; London; On-site; GBP 70,000 - 110,000; Full time

Job summary

Infosys is looking for a Senior Manager in Client Services in London who will spearhead market development and client engagement strategies. This role focuses on identifying growth opportunities while ensuring effective communication and negotiation with clients. Ideal candidates will have a robust understanding of outsourcing, financial analysis, and proven skills in relationship management. This position offers significant responsibility in driving business success.

Qualifications

• Mid-Senior level.
• Knowledge of financial ratios and analyses.
• Experience in client services and market development.

Responsibilities

• Analyze accounts and target prospects to tailor solutions.
• Identify opportunities to increase revenue and market share.
• Facilitate proposal development and contracting processes.

Skills

Communication skills

Negotiation skills

Problem solving

Relationship-building skills

Education

Knowledge of outsourcing business

Business case creation

Job description

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Job Description

Areas of Responsibility

• Market Development and Prospecting
  
  

The Senior Manager – 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

• Opportunity Identification and Qualification
  
  

The Senior Manager – Client Services will navigate the account to identify varied kinds of deals in the account in order to increase Infosys' revenue and market share.

• Proposal Development, Negotiation and Closure
  
  

The Senior Manager – 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.

• Contracting and MSA
  
  

The Senior Manager – 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.

• Account Planning and Review
  
  

The Senior Manager – 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.

• Account Mining
  
  

The Senior Manager – 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.

• Account Operations
  
  

The Senior Manager – 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.

• Relationship Management
  
  

The Senior Manager – Client Services handles customer complaints about project executions across IBU delivery and HBUs, as well as negotiates on MSAs and SOWs (which the Commercial Senior Manager leads). 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: 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).

Seniority level

• Seniority level

  Mid-Senior level

Employment type

• Employment type

  Full-time

Job function

• Job function

  Business Development and Sales

• Industries

  IT Services and IT Consulting

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