Contracting and MSA

The Business Development Executive supports the EM (learn on the job) by providing a business-led view on items of contract negotiations e.g. which clauses could prove difficult for the team on the ground to implement, what do our competitors usually allow in contracting, relevant information about the lead negotiators from the client (e.g. 'The negotiator comes from WalMart and so we can expect similar techniques / mindset in negotiating with suppliers"), etc. in order to understand Infosys' position on such matters. S/He has the authority to make decisions on the deal through appropriate discounts.

Account Planning and Review

The Business Development Executive prepares the plan with guidance from Engagement Manager in order to grow the account as per plan.

Account Mining

The Business Development Executive identifies the right contacts in the client organization; secures meeting with the clients concerned; sets appropriate agenda (client context and pain points, industry / competitive context, Infosys value propositions); anchors meetings and closes any opportunities generated. S/He partners and keeps check for active participation from HBUs / Partners concerned; provides account context (includes topics to avoid), suggests roles and responsibilities for ongoing client interactions, and conducts a first-review of meeting materials in order to grow the account by positioning Infosys strategically and as an existing trusted partner. S/He Identifies and pursues opportunities with different departments / buyers within the client organization in order to expand the Infosys footprint.

Account Operations

The Business Development Executive follows up with the client to sign SOWs and uploads to OMS; follows up with client to release undisputed payments (AR). S/He identifies the right list of clients for CSAT and follows up with client if necessary for CSAT and ELF; in order to minimize revenue leakage for services delivered and enhance client satisfaction.

Relationship Management

The Business Development Executive informs the IBU EM about customer complaints about project executions across IBU delivery and HBUs, as well as negotiations on MSAs and SOWs (which the Commercial Manager leads); sets up meetings and sets the right expectations; recommends public engagements / conferences / Infosys events that the client and Infosys can jointly benefit from. S/He gets the clients to participate in events and conferences of mutual benefit; sets up periodic reviews with important customer stakeholders per the pre-agreed format. S/He undertakes expectation setting with individual clients (who can be influenced) before the Account relationship review document is presented formally, publishing of action items and tracking to closure. S/He collaborates with Delivery management (HBU & IBU delivery), HBU Engagement Managers, Finance / Legal and IBU Leadership to resolve escalations; prepares executive briefing documents for Infosys executives and G/EM, suggests the high level messages that resonate with account context; identifies the right speakers / hosts at the conferences with whom the client can connect / address the audience. S/He incorporates internal feedback on the relationship review document to be presented, allocate roles to Infosys participants in the review and tracks action items to closure in order to position Infosys as a trusted, easy partner to do business with for which the client can increase its spend and be prepared to pay an acceptable price premium. S/He also anchors VP-level client meetings independent of the EM.

Merger and Acquisition

The Business Development Executive provides account specific competitor and opportunity analyses to EM in order to help validate the business case.

Knowledge, Skills required for the role

Knowledge

• Basics of outsourcing, cost & revenue drivers for an IT organization
• Business case creation
• Financial ratios and analysis (IRR, NPV, ROCE etc.)
• Statistical analysis (regression, correlation, mean, median, mode, frequency distributions)

Skills

• Ability to learn quickly regarding the business processes of the client, Infosys' processes, and service lines
• Excellent analytical and presentation skills
• The ability to display initiative and work in an unstructured environment

Performance Measures

Market Development

• Number of competitor analyses for his account
• Number of competitive analyses for his segment (collaborating with ADS' of other accounts)
• Number of competitive analyses for his sector (with UPAMs)

Customer Prospecting

• Number of HBU NAOs

Opportunity Identification and Qualification

• Number of requests for proposals for deals > USD 5M - could be sole sourced or not

Proposal Development

• Average PAT across the proposals submitted

Proposal Negotiation and Closure

• Dollar proposals won
• Number (and $) of proposals won / Number (and $) of total proposals submitted
• Negotiation effectiveness = Final Price/Going-in price

Contracting and MSA

• Review Feedback

Account Planning and Review

• Account Revenue
• HBU Revenue mix
• Account margin
• Number of large deals
• Percentage of non-linear revenue
• Number of new buying centres

Account Mining

• Number of new buying centres
• $ from new buying centres
• Number of new service lines
• $ from new service lines

Account Operations

• DSO days
• CSAT Score
• ELF score

Relationship Management

• Number of client escalations to next (EM) level
• Number of VP-level meetings
• CSAT
• ELF scores

Merger and Acquisition

• Review Feedback