Practice Engagement Manager - Cyber Security Practice - London, UK

ng Cyber Sec clients by working with the supporting teams (including Vertical Sales/Delivery/Architects, Cyber Delivery, Cyber Solution Architects / Technical SME's, Cyber Marketing)

• Identify, develop, and close new security opportunities within existing Infosys customers who are not currently Cyber Security Practice customers by working with the supporting teams (including Vertical Sales/Delivery/Architects, Cyber Delivery, Cyber Solution Architects / Technical SME's, Cyber Marketing)
• Identify, develop, and close new security opportunities within named Infosys new logo by working with the supporting teams (including Vertical Sales/Delivery/Architects, Cyber Delivery, Cyber Solution Architects / Technical SME's, Cyber Marketing)
• 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 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 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 (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.- 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 (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.- Proposal Negotiation and Closure 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.- Contracting and MSA 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.- Account Planning and Review 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.- Account Mining 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.- Account Operations The Practice Engagement Manager signs off on SOWs / Contracts and follows up with the client to sign SOWs (for Cyber Practice)- Relationship Management 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.- 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 to provide development feedback for senior delivery team members of the account management team.

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 and industry association networks
• Referencability - we must be able to take references from trusted mutual contacts from within our network
• 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 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- 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) - could be sole sourced or not.- Proposal Development Average Infosys PAT across the proposals submitted; average Cyber Security Practice PAT across the proposals submitted.- Proposal Negotiation and Closure Dollar proposals won; Number (and $) of proposals won / Number (and $) of total proposals submitted.- Account Planning and Review Cyber Security Practice Revenue; Cyber Security Practice margin; number of large deals; number of new buying centers.- Account Mining Number of new buying centers; $ from new buying centers; number of new service lines and $ from new service lines.- 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.

With nearly four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.

To learn more about Infosys and see our ideas in action please visit us at https://www.Infosys.com

"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. Infosys is proud to be an equal opportunity employer."