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