Senior Practice Engagement Manager - IT Global Capability Centers (GCCs

About the Role

Drive end-to-end sales for Global Capability Centers (GCCs), from opportunity identification to deal closure. Collaborate with cross-functional teams to design and propose tailored GCC solutions to clients. Identify and pursue new GCC opportunities across various industries and geographies. Develop and maintain strong relationships with CXO-level stakeholders to understand their GCC needs. Lead the creation of compelling proposals and presentations that address client requirements. Coordinate with delivery and solution teams to ensure feasibility and alignment of proposed GCC solutions. Stay updated on industry trends and competitive landscape to inform sales strategies.

Responsibilities

• Customer profiling, account planning, and setting revenue/margin targets by services line at the account level.
• Create and/or edit messaging around Infosys services and solutions as necessary.
• Research and provide analysis on key accounts to understand needs, develop organization charts/structures.
• Negotiate teaming agreements and prices with external partners, as well as MSA terms and conditions.
• Effectively handover won projects to delivery for execution.
• Develop account plans, relationship maps, sign off on SOWs, submit invoices, and follow up for payment release.
• Devise winning strategies to meet account opening and revenue targets, penetrate accounts, and position Infosys as a trusted partner.
• Create a pipeline of opportunities across the service mix and foster long-term client relationships.
• Business Planning – Organization/Unit Level: Provide revenue and profitability numbers for TAL accounts; conduct market/segment analysis and needs identification to help set revenue/margin goals at the unit level.
• Sales Planning and Review: Perform customer profiling, account planning, and set revenue/margin targets by services line for assigned target accounts.
• Market Development: Persuade clients to provide industry-wide references, analyst references, case studies, joint webinars, and speaking engagements. Provide input on events/sponsorships to corporate marketing. Participate in events, conferences, and alliance marketing to support revenue growth.
• Customer Prospecting: Identify key contacts in client organizations, secure meetings, set agendas, and pursue opportunities with pre-sales, partner units, and external partners. Develop account plans, enlist executive sponsorship, and allocate roles for client interactions.
• Opportunity Identification and Qualification: Identify and qualify opportunities in TAL accounts, create opportunity plans, and ensure alignment with partner units and executive sponsorships.
• Proposal Development: Identify the right internal teams and external partners, gather competitive intelligence, determine target pricing, secure internal approvals, and co-develop solutions to create winning proposals.
• Proposal Negotiation and Closure: Present technical proposals, negotiate commercials, finalize LOE/SOW, and ensure effective handover to delivery teams for won projects.
• Contracting and MSA: Identify "MSA accounts," position Infosys as a strategic partner, and negotiate MSA terms to foster long-term relationships.
• Account Planning and Review: Develop and execute account plans, conduct market share analysis, and review plans periodically with higher management.
• Account Mining: Secure meetings with clients, set agendas, and close opportunities to grow accounts by positioning Infosys as a trusted partner.
• Account Operations: Sign off on SOWs, submit invoices, resolve disputed amounts, follow up on payments, and ensure CSAT/ELF compliance to minimize revenue leakage.
• Relationship Management: Handle customer complaints, recommend Infosys executives for client connections, set up meetings, and organize joint events/conferences. Collaborate with delivery, finance, legal, and leadership to resolve escalations.
• People Management: Guide team members in career planning, mentoring, reviews, appraisals, and grievance handling.
• Organization Initiatives: Participate in organization-level initiatives as guided by management.

Requirements

• 16–25 years of experience in IT services sales, with a focus on GCCs or shared services.
• Proven track record of successfully selling complex solutions to large enterprises.
• Strong understanding of GCC models, including setup, operations, and governance.
• Excellent communication and negotiation skills, with the ability to influence at senior levels.

Qualifications & Skills

Knowledge:

• Outsourcing business, cost and revenue drivers for an IT organization.
• Business case creation, financial ratios (IRR, NPV, ROCE), and statistical analysis (regression, correlation, mean, median, mode).
• Presentation skills, legal and contracting issues, and high-level knowledge of Infosys’ offerings.

Skills:

• Effective and structured communication (consultative skills).
• Conflict resolution, consensus building, and problem-solving.
• Negotiation, commercial acumen, and political awareness.
• Leadership, networking, and sense of humor.

Performance Measures

• Sales Planning and Review: 18-month revenue, number of new accounts opened, profitability, service line mix.
• Market Development: Number of references provided.
• Customer Prospecting: Unqualified pipeline.
• Opportunity Identification and Qualification: Qualified pipeline.
• Proposal Development: Win ratio.
• Proposal Negotiation and Closure: Win ratio, revenue at risk.
• Contracting and MSA: Time to close MSA, ensuring MSAs are up to date.
• Account Planning and Review: Account revenue, HBU revenue mix, account margin, number of large deals, percentage of non-linear revenue.
• Account Mining: Number of new buying centers, revenue from new buying centers, number of new service lines, revenue from new service lines.
• Account Operations: RAR, DSO days, CSAT score, ELF score, sales process compliance.