Description:
The Associate Manager–Client Services (AMCS) is responsible for all client interfaces within the assigned account scope. The AMCS works together with his/her manager (Manager-Client Services/Senior Manager–Client Services) to build an account plan for the Microsoft Business Applications Services Practice in the Sydney/New South Wales region – focusing on Microsoft Dynamics 365 & Microsoft Power Platform – and is responsible for client management and achieving sales based on the account plan. Usually, the AMCS handles multiple accounts with an indicative annual book of business of up to $20 million.
What will you do?
The Associate Manager-Client Services has the following key responsibilities within the assigned account scope:
- Work closely with in region sales and account teams to maximize the Microsoft Business Applications footprint within the industry vertical accounts across the geography.
- Create an end to end partnership plan with Microsoft and build and mature it to the level of a preferred partnership in the region.
- Client relationship management –manage relationships with operational client personnel – those directly involved with the client’s presence.
- Business development – build a portfolio of up to $20M - drive revenues within the identified account scope by being the owner of the entire Opportunity Management Cycle: Prospect-Evaluate-Propose-Close. This involves identifying business opportunities, selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance.
- Conduct research and competitor analysis, create proposals/pitches, validate estimates/effort, deliver client presentations and negotiate with clients.
- Client delivery assurance – assure the client of Infosys commitment and drive the delivery process by working collaboratively with the Delivery Managers in the business unit.
- Collaborate with the Delivery Manager to address all people or infrastructure related issues that may be affecting the delivery of the project vis-à-vis the specific client.
- Balance different projects running for the client that may involve different delivery managers or horizontal competency units’ resources.
- Take go-to-market solutions to accounts within the account scope -responsible for driving revenues from go-to-market solutions being sponsored by the business unit.
- Work closely with the Solutions Leader to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope.
- Account planning and governance - completely responsible for all Client Management processes – Plan-Sell-Deliver-Manage.
- Build an account plan for the account scope – with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed.
- Make pricing decisions within the scope of the Master Services Agreement.
- Support pre-sales proposals for new business development.