Manager - Solution Consulting

Location:Melbourne, Sydney
Job Type:Full Time

Purpose of the RoleDrive EdgeVerve revenue growth by collaborating with multiple stakeholders in pursuit of EdgeVerve software sales opportunities. Serve as a domain, solution, business, and technical subject matter expert in support of EdgeVerve selling teams, in a pre-sales role.

Areas of Responsibility
  1. Strategic and Financial
  • Become an organizational leader in terms of solution expertise especially as it relates to customer value proposition
  • Evangelize EV products and solutions in relevant global forums to enable iconic market recall
  1. Stakeholder
  • Nurture partnerships with the sales teams (EdgeVerve, Field Sales and Account Management) to build a strong revenue pipeline
  • Play an integral role in key new business pitches and effective on-boarding of new clients
  1. Operational (Sales Process)
  • Work directly with Account Executives to manage and win sales opportunities
  • Work face-to-face with prospects in meetings and presentations, playing the role of ‘domain expert’ and ‘solution expert’
  • Assist in qualification of sales opportunities
  • Lead the on-site Discovery Process, both business and IT related and document findings
  • Perform Solution Architecting and Design for prospect opportunities
  • Scope ‘Proof of Value’ (POV)
  • Lead the EdgeVerve ROI Assessment (ERA) process in support of sales engagements
  • Coordinate closely with Product Management, Development, Solution Consulting (Off-Shore), and other Infosys Departments
  • Coordinate Preparation of Customer Solution Presentations and Demonstrations
  • Lead Presentation of Solution Presentation and Demos (face-to-face, web)
  • Work with Implementation and Off-Shore teams to develop SOW for Proposed Implementations
  • Review POV Plans, SOW, ERA analysis with prospects
  • Support POV Execution
  • Summarize and Deliver Results of POV and ERA
  • Support Account Executives with Opportunity Closure
  • Support Transition of New Projects from Sales to Implementation
  1. People
  • Drive a self-directed and high performance culture in the team
  • Role-model highest standards of professional conduct, ethics, integrity in execution of all assigned activities
  • Coordinate consistently and effectively with other departments in pursuit of closing sales opportunities

Knowledge, Skills required for the role

Knowledge: Industry expertise, solution expertise, technical knowledge, enterprise software selling skills. Knowledge of respective solution markets, including competitors, solution, pricing, etc., EV's go-to-market strategy, latest market trends in IT products.

Skills: Presentation Skills, Communication Skills, Partnership building skills, Coaching and mentoring skills, people management skills, ability to handle ambiguity, ability to synthesize data and trends from multiple sources, client interfacing skills, technical and domain skills

Performance Measures

1. Strategic and Financial
  • License and Subscription Revenue closed/contributed to by quarter and year
  • Professional Services Revenue closed/contributed to by quarter and year
  • Opportunities converted (%)
  • Achieves assigned profitability on each deal (%)
  • Win Rate vs competition
2. Stakeholder
  • Feedback from Sales team (%)
  • Feedback from partner Infosys departments (%)
3. Operational
  • Discovery, Demo, Proposals activity by quarter
4. People
  • Employee Engagement %

About Us
Infosys is a leading provider of next-generation consulting, technology and outsourcing solutions. We are dedicated to helping organizations; build tomorrow’s enterprise and advance the way the world works. That's why Forbes ranks us 19th among the top 100 most innovative companies. Our employees partner with clients to transform their business - one conversation; one idea; one insight at a time. While we are at it, some things remain unchanged: the unwavering ethics, transparency and respect behind everything we do. We will always be a company powered by intellect and driven by values. So, if your passion is to build solutions that really make a difference to enterprises, the community and your world, Infosys is the right place for you.

EOE/Minority/Female/Veteran/Disabled/Sexual Orientation/Gender Identity/National Origin