Title: Client Partner / Group Engagement Manager
Location: London, UK
Role Purpose
The Client Partner is the single‑point executive owner for a large, complex account. The role is responsible for CXO‑level relationship management, revenue and margin growth, new business incubation, and end‑to‑end account governance, while leading a large, geographically distributed leadership team. The role works closely with IBUs, BDMs, and Delivery Leadership to prioritize sales efforts, marshal resources, shape large pursuits, and position Infosys as a trusted strategic partner across clients energy, digital, and transition agenda. The overarching objective is to accelerate profitable growth, win net‑new and expansion business, and scale Infosys’ footprint within the client.
Key Responsibilities
CXO Relationships & Strategic Engagement
- Own and deepen CXO and senior executive relationships, acting as Infosys’ executive face for the account.
- Drive executive‑level conversations around digital transformation, energy transition, sustainability, data & AI, cloud, enterprise platforms, and engineering.
- Handle critical escalations independently and ensure long‑term client satisfaction and trust.
Revenue, Margin & Growth Ownership
- Full accountability for revenue growth, margin improvement, and service line mix across the account.
- Review and govern sales plans, pipelines, and pursuits, prioritizing opportunities with the highest strategic and financial impact.
- Actively drive and sponsor large deals (USD 50M+), including solution shaping, commercial strategy, negotiations, and closure.
- Identify, incubate, and open new business lines and transformation themes within the account.
Sales Planning, Market Development
- Support client services team by providing strategic direction, resources, and executive air cover for pursuits.
- Navigate complex client organizations to identify varied deal constructs (sole-sourced, competitive, platform‑led, transformation programs).
- Qualify and escalations M&A and inorganic growth opportunities observed in the client ecosystem to Segment and Industry leadership.
- Ensure effective positioning of Infosys as a strategic, long‑term partner, not just a services vendor.
Account Strategy, Operations & Governance
- Own and execute a multi‑year account strategy aligned to client’s business priorities and Infosys’ growth agenda.
- Review and approve account plans, proposal quality, outcomes, and operating metrics prepared by Client Services leadership.
- Oversee account operations, financial governance, risk management, compliance, and contractual constructs (MSA, Statements of Work).
- Drive account mining and cross‑service line expansion through disciplined governance and client storytelling.
Leadership & Talent Management
- Lead and mentor a large, global team of Client Services Leaders, Delivery leaders and Architects across geographies.
- Build leadership depth, succession plans, and a strong account leadership bench.
- Foster a high‑performance culture focused on client value, accountability, collaboration, and outcome ownership.
Areas of Responsibility
- Account Management, Sales Planning & Review
- Client Market Development
- Customer Prospecting & Account Mining
- Opportunity Identification & Qualification
- Proposal Development, Negotiation & Closure
- Contracting & MSA Governance
- Account Planning, Review & Operations
Key Skills & Experience
Domain & Knowledge
- Deep understanding of the Services, Utilities, Resources and Energy industry
- Strong perspective on Digital, Cloud, Data & Analytics, AI, Enterprise Applications, Engineering, and Sustainability in the Services, Utilities, Resources and Energy industry context.
Core Skills
- CXO‑level relationship management and executive communication.
- Complex deal shaping and pursuit leadership (USD 10M+).
- P&L ownership for large, global accounts.
- Distributed, multi‑geography leadership and operating model management.
- Driving large‑scale digital and business transformation programs.
Performance Measures
- Sales Planning & Review:
- Revenue growth, profitability, and service line mix
- Market Development:
- YoY increase in anticipated margin for the account portfolio
- Opportunity Identification & Qualification:
- Number of qualified pursuits and RFPs for deals > USD 50M
- Proposal Development:
- Average PAT across submitted and won proposals
Why Infosys
Infosys is a global leader in next‑generation digital services and consulting, enabling clients in over 50 countries to navigate their digital transformation journeys. With deep Energy domain expertise and an AI‑powered, industry‑focused approach, Infosys partners with global energy leaders to drive innovation, efficiency, sustainability, and long‑term value.
All aspects of the hiring process and employment at Infosys are based on merit, competence and performance. We are committed to embracing diversity and creating an inclusive environment for all employees. Infosys is proud to be an equal opportunity employer.
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