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For Companies At a Glance
- Tasks: Lead cyber security sales and develop new opportunities in a dynamic environment.
- Company: Join Infosys, a global leader in digital services and consulting.
- Benefits: Competitive salary, diverse culture, and opportunities for professional growth.
- Why this job: Make a real impact in the fast-paced world of cyber security.
- Qualifications: Experience in cyber security sales and strong communication skills.
- Other info: Be part of a team that values innovation and continuous learning.
The predicted salary is between 54000 - 84000 £ per year.
Role – Practice Engagement Manager
Domain – Cyber Security
Location – London, UK
Purpose of the Role
Cyber security sales subject matter expert supporting either Germany/Switzerland or UK/I. Identify, develop, and close new security opportunities within existing Cyber Sec clients by working with the supporting teams. Support Infosys large strategic multi offering outsourcing/transformation deals from a security perspective throughout the sales cycle. Drive Security by Design approach/methodology, differentiation through security, and solutioning to minimum compliance in price to win/BAFO situations. Work proactively with Infosys Strategic Security Partners to identify and drive new sales pipeline. Proactively evangelize Security and Cyber Security Practice across all EMEA Verticals and relevant geos.
Areas of Responsibilities
- Sales Planning and Review: The Practice Engagement Manager provides data points to Cyber Security leadership to help create a realistic sales plan.
- Market Development: The Practice Engagement Manager persuades clients to provide industry wide references; provides input on specific events/sponsorships to corporate marketing; participates in events and conferences to support revenue growth outside the account and increase ROI on events.
- Customer Prospecting: The Practice Engagement Manager provides Cyber Security collateral/references/prospecting help to Vertical BDM teams.
- Opportunity Identification and Qualification: The Practice Engagement Manager navigates the account to identify varied kinds of deals in the account in order to increase Cyber Security revenue share.
- Proposal Development: The Practice Engagement Manager will partner with Cyber Sec Practice and other business units, if cross-BU proposal, and be a part of the integrated pursuit team.
- Proposal Negotiation and Closure: The Practice Engagement Manager will align with the IBU EM's direction and facilitate proposal-coaching sessions between client and pursuit team's technical/domain experts.
- Contracting and MSA: The Practice Engagement Manager provides Cyber BU-specific inputs to the EM and the Commercial Manager.
- Account Planning and Review: The Practice Engagement Manager anchors Cyber Practice's contribution in sales Account plans.
- Account Mining: The Practice Engagement Manager prepares for client meetings as per BU EM's guidelines and works with BU EMs to close any opportunities generated.
- Account Operations: The Practice Engagement Manager signs off on SOWs/Contracts and follows up with the client to sign SOWs.
- Relationship Management: The Practice Engagement Manager recommends public engagements/conferences/Infosys events that the client and the Cyber Security Practice can jointly benefit from.
- People Management: The Practice Engagement Manager mentors Cyber Security Practice pre-sales solution architect team and works closely with Cyber Security Practice Delivery Managers/Heads.
Additional Requirements
- Proven experience in a sales SME role in the DACH Cyber Sec market.
- Driving large TCV deals ($5m TCV +) across Security Operations Centre (SOC), Identity & Access Management (IAM), Security Staff Augmentation, Cloud/Network Security inc Zero Trust, OT Security.
- Proven formal “big co” sales training eg TAS/MEDDIC/Power Base Selling (or equivalent).
- Personal network within either DACH or UK/I security market across both clients and alliance partners.
- Proactive entrepreneurial sales approach – disruptive if necessary.
Knowledge and Skills required
- Knowledge: Knowledge of cybersecurity industry deal drivers, knowledge of Cyber Security offerings, outsourcing business, cost & revenue drivers for an IT organisation, business case creation.
- Skills: Maturity and creativity during a pursuit, effective and structured communication skills.
Performance Measures
- Sales Planning and Review: Performance vs TCV, Revenue, Profitability targets.
- Market Development: Number of references provided.
- Customer Prospecting: Number of NAOs for the Cyber Security Practice.
- Opportunity Identification and Qualification: Number of requests for proposals for large deals (> USD 5M).
- Proposal Development: Average Infosys PAT across the proposals submitted.
- Proposal Negotiation and Closure: Dollar proposals won.
- Account Planning and Review: Cyber Security Practice Revenue; Cyber Security Practice margin.
- Account Mining: Number of new buying centers; $ from new buying centers.
- Account Operations: DSO days; CSAT Score; ELF score.
Why Infosys
Infosys is a global leader in next-generation digital services and consulting. We enable clients in 46 countries to navigate their digital transformation. Our always-on learning agenda drives continuous improvement through building and transferring digital skills, expertise and ideas from our innovation ecosystem.
EEO Statement
All aspects of employment at Infosys are based on merit, competence and performance. We are committed to embracing diversity and creating an inclusive environment for all employees.
Practice Engagement Manager - Cyber Security Practice - London, UK employer: Infosys Limited
Contact Detail:
Infosys Limited Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Practice Engagement Manager - Cyber Security Practice - London, UK
✨Tip Number 1
Network like a pro! Get out there and connect with folks in the cyber security field. Attend industry events, join online forums, and don’t be shy about reaching out to potential contacts on LinkedIn. The more people you know, the better your chances of landing that Practice Engagement Manager role.
✨Tip Number 2
Show off your expertise! When you get the chance to chat with potential employers or clients, make sure to highlight your knowledge of cyber security trends and solutions. Share insights on how you can help them tackle their security challenges. This will position you as a valuable asset in their eyes.
✨Tip Number 3
Practice your pitch! Before any interviews or meetings, rehearse what you want to say about your experience and how it aligns with the role. Tailor your pitch to showcase your understanding of the cyber security landscape and how you can drive sales and engagement for their practice.
✨Tip Number 4
Apply through our website! We’ve got loads of opportunities waiting for you, and applying directly through us gives you a better shot at getting noticed. Plus, it shows you’re serious about joining our team and contributing to the cyber security practice.
We think you need these skills to ace Practice Engagement Manager - Cyber Security Practice - London, UK
Some tips for your application 🫡
Tailor Your CV: Make sure your CV is tailored to the Practice Engagement Manager role. Highlight your experience in cyber security sales and any relevant achievements that align with the job description. We want to see how you can bring value to our team!
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to explain why you're passionate about cyber security and how your skills make you the perfect fit for this role. Don’t forget to mention why you want to work with us at StudySmarter!
Showcase Your Network: If you have connections within the cyber security industry, mention them! References from trusted contacts can really boost your application. We love seeing candidates who are well-connected and proactive in their approach.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way to ensure your application gets into the right hands. Plus, it shows us you’re serious about joining our team at StudySmarter!
How to prepare for a job interview at Infosys Limited
✨Know Your Cyber Security Stuff
Make sure you brush up on the latest trends and technologies in cyber security. Understand key concepts like SOC, IAM, and Zero Trust. Being able to discuss these topics confidently will show that you're not just familiar with the industry but are also passionate about it.
✨Prepare for Real-World Scenarios
Think about how you would approach specific sales situations or client challenges. Be ready to share examples of how you've identified and closed deals in the past, especially those over $5 million. This will demonstrate your experience and strategic thinking.
✨Network Like a Pro
Leverage your personal network within the cyber security market. Be prepared to discuss your connections and how they can benefit the company. If you have references from trusted contacts, mention them during the interview to build credibility.
✨Showcase Your Sales Skills
Highlight any formal sales training you've received, like TAS or MEDDIC. Discuss how these methodologies have shaped your approach to sales and how you can apply them to drive revenue growth for the Cyber Security Practice.