Client Partner - Financial Services

Job Description:

Role: Client Partner/Client Services/Account Management/Client Engagement/Business Development

Domain: Financial Services

Required Experience level: 8-14 years

Purpose of the Role To perform competitor analysis for the IBUs, client introduction, provide analysis and ground intelligence, prepare customer maps of named customers, support in contract negotiations, to identify right contacts in the client organizations and to inform IBU Manager - Client Services about customer complaints on project delivery WITH THE OBJECTIVE OF increasing the IBU footprint, leveraging Infosys' first-hand experience against competitors, demonstrating business value to the client, growing accounts and minimizing revenue leakage WITHIN the boundaries of company policies and guidelines.

Knowledge, Skills required for the role

Knowledge: Outsourcing industry knowledge, cost & revenue drivers for an IT organization, Business case creation, Financial ratios and analysis (IRR, NPV, ROCE etc.), Statistical analysis (regression, correlation, mean, median, mode, frequency distributions),

Presentation skills. Skills: Ability to learn quickly regarding the business processes of the client, Infosys' processes, and service lines. Should have excellent analytical skills.

Key role:

1. Market Development Number of competitor analyses for his portfolio(s); Number of competitive analyses for his segment (collaborating with ADS' of other accounts); Number of competitive analyses for his sector (with UPAMs).

2. Customer Prospecting Number of HBU NAOs.

3. Opportunity Identification and Qualification: Number of requests for proposals for deals > USD 5M - could be sole sourced or not.

4. Proposal Development: Average PAT across the proposals submitted.

5. Proposal Negotiation and Closure Dollar proposals won; Number (and $) of proposals won/ Number (and $) of total proposals submitted. Negotiation effectiveness = Final Price/Going-in price.

6. Contracting and MSA: Review Feedback.

7. Account Planning and Review-Portfolio Revenue; HBU Revenue mix in the portfolio; Portfolio margin; no. of large deals; percentage of non-linear revenue; no. of new buying centers in the portfolio(s).

8. Account Mining- Number of new buying centres; $ from new buying centres; no. of new service lines and $ from new service lines.

9. Account Operations-DSO days; CSAT Score; ELF score.

10. Relationship Management-Number of client escalations to next (EM) level; no. of VP-level meetings; CSAT; ELF scores.

11. Merger and Acquisition-Review Feedback