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Job DescriptionThe Business Development Executive performs competitive analysis for the segment for his accounts (primary focus). S/He works with other ADS’ for their analyses for a unified view across the segment for existing accounts. S/He works with UPAM team for sector-specific competitor analysis (from outside sources)
in order to leverage Infosys’ first-hand experience against competitors and get a ’ground assessment; and to complement the UPAM-driven competitor analysis from Market Research which can bring in the perspective of accounts that are not yet customers for Infosys. S/He proactively identifies the prospects with in the client organization or clients with in the same industry
in order to enhance the market share.
The Business Development Executive provides client introductions and account context to help HBU Group Engagement Manager / Engagement Managers efforts in his account
in order to open diverse service-lines (HBUs) in his account and increase HBU footprint in the account. S/He leads the Domain Solutions selling, Cross selling, new products, and Intellectual Property selling.
- Opportunity Identification and Qualification
The Business Development Executive provides analysis and ground intelligence regarding opportunities (including proactive opportunities) to the IBU Engagement Manager in order to engage with the client early and strategically.
The Business Development Executive is responsible for preparation of Proposal and SoWs through coordinating with different stakeholders such as Procurement, Legal and with multiple units working on the proposal. S/He performs quantitative analysis to arrive at the win-price recommended including HBU-split, and relevant competitor analysis
in order to demonstrate business value to the client and maintain price premium.
- Proposal Negotiation and Closure
The Business Development Executive creates ’customer map’ of named customers with potential / articulated objections to Infosys and recommend action, provides supporting data / analyses needed during negotiation, coordinate and take meeting notes in internal discussions with management for negotiation approach / approvals etc.
in order to articulate business value and win the deal at the right price premium. S/He negotiates with Client Executes on the SoW with a combined value of 1-2 million dollars.
The Business Development Executive supports the EM (learn on the job) by providing a business-led view on items of contract negotiations e.g. which clauses could prove difficult for the team on the ground to implement, what do our competitors usually allow in contracting, relevant information about the lead negotiators from the client (e.g. ’The negotiator comes from WalMart and so we can expect similar techniques / mindset in negotiating with suppliers"), etc.
in order to understand Infosys’ position on such matters. S/He has the authority to make decisions on the deal through appropriate discounts.
- Account Planning and Review
The Business Development Executive prepares the plan with guidance from Engagement Manager
in order to grow the account as per plan.