Senior Practice Engagement Manager SAP

Job Description

Role

Practice Engagement Manager

Role Designation

Practice Engagement Manager

Senior Practice Engagement Manager

Career Stream

Global Markets

Career Sub Stream

Client Services

Reports to

Group Practice Engagement Manager

Billable Role (Y / N)

Supervises

Associate Practice Engagement Manager

Billable Utilization

NA

Financial Size

(Revenue / Budget / Span)

25 Million Euro p.a.

Incumbency

(Single / Multiple)

Multiple

Team Size & Dispersion

(Direct & Indirect reports Single / Multiple locations)

Individual Performer or up to 2 reportees

Location

(Onsite / Offshore)

Onsite Europe

Operating Network (Internal)

Segment Sales SAP Delivery Management Finance Legal

Operating Network (External)

Clients (CXOs Business Leadership IT Leadership and below Procurement office Client Audit & compliance) Alliance partners mainly SAP other contractors (direct competitors other companies managing PMO independent contractors etc.)

Practice Engagement Manager

Senior Practice Engagement Manager

Practice Engagement Manager

Senior Practice Engagement Manager

Areas of Responsibility

• Sales Planning and Review

The Practice engagement Manager provides data points to the Region Head to help create a realistic sales plan.

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 in order to support revenue growth outside the account and increase ROI on events.

The Practice Engagement Manager navigates the account to identify varied kinds of deals in the account in order to increase business footprint.

The Practice engagement Manager will partner with Vertical Segment Sales and SAP Delivery Management and be a part of the integrated pursuit team. S / He will create compelling value proposition to new SAP deals and ensuring rich quality seamless solution that uniquely positions Infosys

The Practice Engagement Manager will (in case of multiple BU pursuits) align with the Segment Sales and Delivery Management . S / He will set up and facilitate proposal-coaching sessions between client and pursuit teams technical / domain experts. S / He will drive client consensus or at least neutralize opponents articulate business value and drive pricing in order to articulate business value and win the deal at the right premium.

The Practice engagement Manager provides inputs to the Commercial Manager. S / He will be the point-of-escalation if needed in order to ensure quick closure of the contract from solution and estimation perspective with adequate due diligence and clarity

The Practice Engagement Manager contributes in the Account plan communicates and executes as per plan. S / He conducts periodic review of plan with higher Management in order to grow in the Account as per plan.

The Practice Engagement Manager prepares for client meeting as per IBU EMs guidelines participates actively in client meetings; works with IBU EMs to close any opportunities generated in order to expand HBU footprint in account as per plan. S / He works with HBU Delivery closely providing account context and techno-functional review of the meeting material.

The Practice Engagement Manager supports signs off on SOWs / Contracts and follows up with the client to sign SOWs (all for the HBU) and upload into OMS; resolves any disputed amounts invoiced; follows up with clients (at succeeding levels if necessary) for release of payments. 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.

The Practice Engagement Manager mentors HBU account team works closely with Delivery Managers / Heads to provide development feedback for senior delivery team members of the account management team coach direct reports in order to improve CSAT ESAT and de-risk the engagement.

The Practice Engagement Manager leverages account context to present these favorably to the customer (CSAT Actionizing) in order to get added learning and growth opportunities and additionally contribute to the organization.

Knowledge Skills required for the role

Knowledge :

Skills :

Performance Measures

Revenue Profitability; Service Line (i.e. HBU) Mix as % of total account revenue.

Number of requests for proposals - could be sole sourced or not.

Average Infosys PAT across the proposals submitted; average HBU PAT across the proposals submitted.

Dollar proposals won; Number (and $) of proposals won / Number (and $) of total proposals submitted.

Contract / SOW risk rating below XX (as per the grading exercise being carried out in CMS).

HBU Revenue; HBU margin; number of large deals; number of new buying centers.

Number of client escalations to next (GEM) level; number of CXO meetings; CSAT; ELF scores.

SAP Partnership KPIs as per role connect with various stakeholders within SAP

Latest SAP certifications and continuous learning on new areas

Success of the initiatives.

Additional Criteria for Higher Proficiency :

Minimum Experience :

14 years for BE or Liberal Arts graduate or 12 years for MBA graduate.

Knowledge :

Span multiple industry / domains regarding the service line.

Tasks :

Assist BDMs with pursuits of prospects across different sectors; Mentor EM proficiency Level 1.

Required Experience :

Manager

Key Skills

Business Development,Employee Orientation,Public Health,Account Management,VersionOne,Conflict Management,Project Management,Relationship Management,Team Management,Customer relationship management,Human Resources,Public Speaking

Employment Type : Full Time

Experience : years

Vacancy : 1