.Business Planning - Organization/Unit Level Provides revenue and profitability numbers for TAL accounts. Market/segment analysis & needs/services/solutions identification to help set revenue/margin goals at the unit level.Sales Planning & Review Assigned the target accounts (TAL) identified by HoS, does customer profiling, A/C Planning, and sets revenue/margin targets by service line at the account level IN ORDER TO come up with a winning strategy to meet A/C opening and revenue targets.Market Development Persuades clients to provide and commit to industry-wide references, analyst references, case studies, joint webinars, and joint speaking engagements. Provides input on specific events/sponsorships to corporate marketing. Creates and/or edits messaging around Infosys services and solutions as necessary. Participates in events and conferences; identifies new alliances, participates in joint alliance marketing events, and conferences IN ORDER TO support revenue growth and increase ROI on events.Customer Prospecting With Client - Identifies the right contacts in the client organization. Secures meetings with the clients concerned. Sets appropriate agenda (client context and pain points, industry/competitive context, Infosys value propositions). Anchors meetings and pursues any opportunities generated with the help of pre-sales, partner units, and external partners. Researches and provides analysis on all key accounts to attain an understanding of needs. Develops organization charts/structures for all key accounts. Within Infosys/partners: Creates a/c plan, enlists executive sponsorship, ensures active participation from HBUs/Partners concerned, provides account context (includes topics to avoid), allocates roles and responsibilities for ongoing client interactions, and reviews meeting material IN ORDER TO penetrate the account by positioning Infosys strategically and as a trusted partner. Generates leads through meetings/presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, and deal consultants IN ORDER TO create a pipeline of opportunities (unqualified pipeline).Opportunity Identification & Qualification Identifies the opportunities in the TAL and gets them qualified for pursuit. Creates an opportunity plan for top opportunities. Ensures alignment with appropriate partner units, executive sponsorships, etc. IN ORDER TO create a healthy pipeline across the service mix.Proposal Development Identifies the right team (with help of HoS, if required). Identifies the right external partners (based on fitment, market presence, internal capabilities, price, and prospect preference). Provides intelligence on competition, figures out the target price, and helps get the internal approvals. Co-develops and provides inputs to the model/solution & provides content as necessary IN ORDER TO develop a winning proposal
