Practice Engagement Manager - Cyber Security Practice - London, UK
Infosys•London, England, UK
fulltime
Business Development and Sales
8+ years
Role – Practice Engagement Manager Domian – Cyber Security Location – London, UK Operating Network (Internal) Group Practice Engagement Manager. Cyber Security Practice Leadership across Sales, Pre-Sales, Delivery, Marketing, Alliances. Vertical CSG’s and Vertical Leadership. CIS Practice Engagement Managers and CIS Leadership.
(External) Client Security Teams – Chief Information Security Officers CISO’s, Business Information Security Officers BISO’s, Data Privacy Officers DPO’s, Chief Security Architects CSA’s, Risk & Compliance. Client IT leadership – CIO, CTO, DPO. Client Business Leadership. Client Procurement office. Security Alliance partners / partner platforms.
Purpose of the Role
Areas of Responsibilities:
The Practice engagement Manager provides data points to Cyber Security leadership 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 to support revenue growth outside the account and increase ROI on events.
The Practice Engagement Manager provides Cyber Security collateral / references / prospecting help (especially virtual or on-site face-face meetings with the client) to Vertical BDM teams. Customers could be existing for Cyber Practice, or Infosys (non-Cyber Practice) or targeted new logos. Effective sales qualification will be critical.
The Practice Engagement Manager navigates the account to identify varied kinds of deals in the account in order to increase Cyber Security revenue share.
The Practice engagement Manager will partner with Cyber Sec Practice and other business units (BU), if cross-BU proposal, and be a part of the integrated pursuit team. S/He will create menu of pricing options (best and worst case) for in case of multi-unit deal and suggested win-price. S/He will provide recommendations on go/no-go from BU's perspective and get HU approvals in order to support BU EM while also considering the BU's targets.
The Practice Engagement Manager will (in case of multiple BU pursuits) align with the IBU EM's direction. S/He will set up and facilitate proposal-coaching sessions between client and pursuit team's technical / domain experts. S/He will drive client consensus or at least neutralize opponents, articulate business value and drive pricing to articulate business value and win the deal at the right premium.
The Practice engagement Manager provides Cyber BU-specific inputs to the EM and the Commercial Manager. He will be the point-of-escalation if needed, to ensure quick closure of the contract with an acceptable level of risk to Infosys.
The Practice Engagement Manager Anchors Cyber Practice's contribution in sales Account plans, communicates and executes as per plan. S/He conducts periodic review of plan with higher Management to grow in the Account as per plan.
The Practice Engagement Manager prepares for client meetings as per BU EM's guidelines, participates actively in client meetings; works with BU EMs to close any opportunities generated in order to expand Cyber Practice BU footprint in account as per plan. S/He works with Delivery closely, provides account context and techno-functional review of the meeting material.
The Practice Engagement Manager signs off on SOWs / Contracts and follows up with the client to sign SOWs (for Cyber Practice)
The Practice Engagement Manager recommends public engagements / conferences / Infosys events that the client and the Cyber Security Practice 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 pre-agreed format. S/He sets expectations with individual clients (who can be influenced) before the account relationship review document is presented, and tracks to closure of Cyber Security Practice action items - all in conjunction with the Vertical Sales CSG.
The Practice Engagement Manager Mentors Cyber Security Practice pre-sales solution architect team and works closely with Cyber Security Practice Delivery Managers / Heads to provide development feedback for senior delivery team members of the account management team.
Additional Requirements
Knowledge and Skills required Knowledge: Knowledge of cybersecurity industry deal drivers, knowledge of Cyber Security offerings, outsourcing business, cost & revenue drivers for an IT organization, Business case creation,
Skills: Maturity and creativity during a pursuit, to ensure that the BU's needs are met in the long term along with those of Infosys, effective and structured communication skills (consultative skills when combined with wit).
Performance Measures
Performance vs TCV, Revenue, Profitability targets
Number of references provided.
Number of NAOs for the Cyber Security Practice.
Number of requests for proposals for Large deals (> USD 5M) - could be sole sourced or not.
Average Infosys PAT across the proposals submitted; average Cyber Security Practice PAT across the proposals submitted.
Dollar proposals won; Number (and $) of proposals won / Number (and $) of total proposals submitted.
Cyber Security Practice Revenue; Cyber Security Practice margin; number of large deals; number of new buying centers.
Number of new buying centers; $ from new buying centers; number of new service lines and $ from new service lines.
DSO days; CSAT Score; ELF score.
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