Address 1. Market Development The Business Development Associate 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. 2. Customer Prospecting The Business Development Associate 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. 3. Opportunity Identification and Qualification The Business Development Associate 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. 4. Proposal Development The Business Development Associate 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 HBUsplit, and relevant competitor analysis in order to demonstrate business value to the client and maintain price premium. 5. Proposal Negotiation and Closure 6. Contracting and MSA 7. Account Planning and Review 8. Account Mining 9. Account Operations 10. Relationship Management
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Sales->Sales Planning/Sales Analytics/ IT Sales
