Address 1.Prospecting The Client Solution Manager will own service offering within a practice; collaborate with Sales and Delivery to identify pro-active pitches to take to clients, and provide insights that will help the pursuit team qualify a pro-active pitch, create collaterals that help the Sales team in converting a suspect to prospect, create competitive differentiation by proposing innovative models / solutions based on the analysis, sales materials for CXO / SVP presentations / meeting for the Sales team in order to create and assist with information to generate leads. 2. Pursuit The Client Solution Manager will provide insights to define the win themes, create the pursuit plan, build the response plan so that other participating practices can provide inputs in the right structure and aligned to the win themes, will be responsible for the pricing/estimation model for the pursuit with inputs from the other participating practices, generate buy-in from all stakeholders (practices, horizontal units, DAG (Deal Advisory Group), Legal, etc.) of the response. S/He will form the virtual response team and manage the virtual team, coordinate and contribute in customization of collaterals, case studies and any other supporting documents for the specific response, drive and contribute on solutions and approach, procure the approval from various authorities (Senior Management, DAG (Deal Advisory Group), High Risk, Legal, OCM, QD, as required), identify and upload re-usable content from the response/oral presentations in order to deliver the appropriate response for small / medium size pursuits and deliver appropriate response to sections / parts of large / complex deals. ©Copyright Infosys Ltd. 2 Client Solution Manager 3. Knowledge Management The Client Solution Manager will manage the collaterals and POVs based on current experience and customer requests in RFI/P, track and monitor central repository updates with the latest services and offerings. S/He will analyze the win-loss reports of submitted proposals, derive the learning and share the learning with the teams, identify / enable KM needs among the team members (including training) and review re-usable components to be used in proposals to make sure that the quality is high in order to build a structured knowledge repository to improve response efficiency and to integrate the learning from win-loss reports while making future proposals.
Knowledge: Estimation methodology, Market intelligence and analysis, Industry knowledge and organizational processes, pursuit’s process, competition knowledge, knowledge of approaches/solutions, Infosys Tools/frameworks Skills: Communication, presentation, inter-personal skills, solutioning, estimation skills • Deep understanding of Telecom domain • Experience in Core Networking- plan, build and deploy, Validation, Network management systems, Optical Fiber network, Ethernet network, switching and FTTX principals • Network transformation/digitization/product development - SDN, SDWAN, NFV, 5G, RAN (Radio Access Network), Private 5G • Network Systems- assurance and support (System Integration services for OSS, BSS) • Experience in engaging with different CSPs, MSO and OEMs.
Performance Measures 1. Prospecting • Number of pro-active pitches for the specific service offering handled 2. Pursuit • Conversion ratio by Number • Conversion ratio by Value • Pursuit feedback 3. Knowledge Management • Number of documents submitted / published
Pre-Sales->Bid Management,Pre-sales
