Client Partner, Utilities

About the Role

The Client Partner will lead all client interfaces within the assigned account scope and, along with the Senior Client Partner / Group Managers, build an account plan for client management. Typically, the Client Partner handles a single account or part of a large account with a P&L of $30MM to $50MM.

Responsibilities

• Client relationship management and business development: manage client relationships, build a portfolio up to $30-50M, own the opportunity management cycle: Prospect-Evaluate-Propose-Close.
• Client delivery assurance: collaborate with all delivery stakeholders to ensure fulfillment of all commitments to the client.
• Account planning and governance: create the account plan, including required relationships, opportunities to be pursued, price decisions, etc.
• Conduct research, competitor analysis, client presentations, estimation efforts, proposals, and negotiations.
• Collaborate with the Delivery Manager to address people or infrastructure-related issues affecting project delivery.
• Balance different projects running for the client involving various delivery managers or horizontal competency units’ resources.
• Drive revenues from Go-to-market solutions within the account scope.
• Work closely with the Solutions Leader to build customized solution pitches and drive revenues and delivery of these solutions.
• Build an Account Plan detailing relationships, opportunities, expected revenue, potential threats, and weaknesses.
• Make pricing decisions within the scope of the Master Services Agreement.
• Provide pre-sales proposal support for new business development outside of account scope.
• Provide input for building future alliances with relevant product vendors.

About Infosys Utilities

Infosys helps water, gas, and power utilities adopt digital technology to address demand and supply-side dynamics. We empower enterprises with capabilities to improve service delivery, drive innovation, and thrive in the renewable energy landscape. Our digital ecosystem navigates business challenges, opportunities, and risks, helping utility enterprises respond to shifts in user preferences, comply with regulations, and mitigate risks of unforeseen events.

Requirements

• Bachelor’s degree or foreign equivalent from an accredited institution. Three years of progressive experience in the specialty may substitute for each year of education.
• 11+ years of experience, with strong sales/relationship management/account management experience.
• Significant business development and project management experience.
• Experience in the relevant industry/vertical.
• Track record of interacting and building relationships with C-level client contacts.
• Hands-on experience with proposal creation and leading proposal presentations.
• Strong leadership, interpersonal, communication, and presentation skills.
• Wide variety of IT and business consulting engagement experience.
• Candidates must be authorized to work for any employer in the United States without employer-based visa sponsorship.

Preferred Qualifications

• Knowledge of industry-specific go-to-market solutions.
• Good understanding of industry-specific business issues and drivers.
• Global Delivery Model experience.
• Experience managing large multi-location consulting engagement teams.
• Track record as an Account Manager in a rapidly growing client relationship.

Benefits

• Medical/Dental/Vision/Life Insurance.
• Long-term/Short-term Disability.
• Health and Dependent Care Reimbursement Accounts.
• Insurance (Accident, Critical Illness, Hospital Indemnity, Legal).
• 401(k) plan and contributions dependent on salary level.
• Paid holidays plus Paid Time Off.

About Us

Infosys is a global leader in next-generation digital services and consulting. We enable clients in more than 50 countries to navigate their digital transformation. With over 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 continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.