Sales Lead - Global Capability Centers (GCCs)/ Technology Center - UK

Drive end-to-end sales for Global Capability Centers (GCCs), from opportunity identification to deal closure. Collaborate with cross-functional teams to design and propose tailored GCC solutions to clients. Identify and pursue new GCC opportunities across various industries and geographies. Develop and maintain strong relationships with CXO-level stakeholders to understand their GCC needs. Lead the creation of compelling proposals and presentations that address client requirements. Coordinate with delivery and solution teams to ensure feasibility and alignment of proposed GCC solutions. Stay updated on industry trends and competitive landscape to inform sales strategies.

Do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level. Create and / or edit messaging around Infosys services and solutions as is necessary. Research and provide analysis on all key accounts to attain an understanding of needs, develop organization charts / structures for all key accounts. Negotiate teaming agreements and prices with external partners. Negotiate MSA terms and conditions. Effectively handover the project to delivery for execution (in case of the won projects). Develop account plan, relationship map, sign off on SOWs, submit invoices, follow up for payment release.

Experience: 16–25 years of experience in IT services sales, with a focus on GCCs or shared services. Proven track record of successfully selling complex solutions to large enterprises. Strong understanding of GCC models, including setup, operations, and governance. Excellent communication and negotiation skills, with the ability to influence at senior levels.

Areas of Responsibility

• Business Planning – Organization / Unit Level: Provide revenue and profitability numbers for TAL accounts. Market / segment analysis and needs / services / solutions identification to help set revenue / margin goals at the unit level.
• Sales Planning and Review: For the assigned target accounts (TAL), do customer profiling, A/C Planning and set revenue / margin targets by services line at the account level.
• Market Development: Persuade clients to provide and commit to industry-wide references, analyst references, case studies, joint webinars, and joint speaking engagements.
• Customer Prospecting: Identify the right contacts in the client organization, secure meetings with the clients concerned, and set appropriate agendas.
• Opportunity Identification and Qualification: Identify opportunities in the TAL and get them qualified for pursuit.
• Proposal Development: Identify the right team and external partners, provide intelligence on competition, and develop a winning proposal.
• Proposal Negotiation and Closure: Set up meetings with the prospect to present technical proposals, discuss commercials, and negotiate terms.
• Contracting and MSA: Identify MSA accounts, position Infosys as a strategic partner, and negotiate MSA terms and conditions.
• Account Planning and Review: Develop the Account Plan in conjunction with other stakeholders and conduct periodic reviews.
• Account Mining: Identify the right contacts in the client organization and secure meetings to grow the account.
• Account Operations: Sign off on SOWs / Contracts, submit invoices, and resolve any disputed amounts invoiced.
• Relationship Management: Handle customer complaints about project executions and recommend the right Infosys executives for client connections.
• People Management: Guide team members in career planning, mentoring, and grievance handling.
• Organization Initiatives: Participate in organization-level initiatives as guided by the manager.

Knowledge and Skills Required

• Knowledge of outsourcing business, cost and revenue drivers for an IT organization, business case creation, financial ratios and analysis, statistical analysis, presentation skills, and knowledge of legal and contracting issues.
• Effective and structured communication skills, conflict resolution, problem-solving skills, negotiation skills, commercial acumen, and leadership skills.

Performance Measures

• Sales Planning and Review: 18-month Revenue, Number of new A/Cs opened, Profitability, Service Line Mix.
• Market Development: Number of references provided.
• Customer Prospecting: Unqualified Pipeline.
• Opportunity Identification and Qualification: Qualified Pipeline.
• Proposal Development: Win ratio.
• Proposal Negotiation and Closure: Win ratio, Revenue at risk.
• Contracting and MSA: Suggested time to close MSA.
• Account Planning and Review: Account Revenue, HBU Revenue mix, Account margin.
• Account Mining: Number of new buying centers.
• Account Operations: RAR, DSO days, CSAT Score.
• Relationship Management: Number of client escalations, Number of CXO meetings.
• People Management: Score on 360-degree feedback.
• Organization Initiatives: Number of organization-level initiatives.

Additional Criteria for Higher Proficiency: Tasks: Bigger portfolio, a team of ABDM/BDMs, Org level initiatives.