Sales Head

Job Responsibilities:

 Leadership – Evolves a comprehensive digital sales and GTM strategy for accounts and making it

the cornerstone of client conversations and engagements

 Business Planning – Region level – Aggregate revenue/margin numbers from reporting Business

Development Managers/Sales Managers, compare against the aspirational target of the region

and provide realistic revenue/margin numbers from new business.

 Sales Planning & Review – Create and review sales plan with sales team and Regional head and

HBU partners. Create sales pipeline and Target Account list (TAL)

 New Opportunities – Builds on relationships, references, industry influencers and analysts to

connect with senior leaders in prospect organization. Leads negotiation for large, complex,

strategic and transformation deals.

 Customer prospecting – Sales plan appropriately addresses prospecting and ead generation

through reviews of pipelines and necessary follow-ups

 Proposal Negotiations and closure – Provide executive presence when meeting with prospects

and rope in senior management if necessary

 Contracting and MSA – Identify MSA accounts and help his team of Business Development

Managers create positioning for Infosys as a strategic partner. She will negotiate MSA TERMS

and conditions to create a long-term relationship with the prospect.

 Account Planning and Review – Review Account plan and execution of the account plan to

ensure planned growth for the region (in terms of revenue, margin, utilization, etc)

 Account Mining – Ensure internal support for Sales Managers/Business Development Managers

(navigating with services lines), review their work plan and ensure growth of the account by

positioning Infosys’ strategically and a s a trusted partner.

 Account Operations – Follow up with Sales Managers/ Business Development Managers in case

of internal escalations to minimize revenue leakage for services delivered and enhance client

satisfaction. S/he will schedule “top 10 opportunity” pipeline and account reviews with region

head on a periodic basis.

 Relationship Management – Support the Sales Managers/Business development Managers in

getting internal buy-in and providing the required guidance.

 Merger and Acquisition – Provide inputs to the organization on target/suspect M&A candidates

thereby contributing to the growth of a geography

 People Management – Identify and recruit Business Development Managers/ Sales Managers as

necessary to help get and build local market expertise in company.

 Organization initiatives – Take part in org- level initiatives for the growth/success of the

organization

Job Requirements:

 Post graduate in management

 12 to 15 years of experience in services industry, preferably experienced in handling revenue

generation and account management in FI, telecom, banks