Technical Sales Manager-Microsoft Practice Sales

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Role - Technical sales Manager-Microsoft Practice Sales
Location - Tokyo, Japan

short description: Sales Leader for Microsoft Practice - Microsoft BizApps (Microsoft Dynamics 365, Power Platform) and Microsoft Modern Workplace (Microsoft 365 - Windows Imaging, Application Packaging, SCCM, Intune, VDI, WVD, O365 SharePoint, Teams, One Drive, Exchange, Active Directory, Office Pro) to help us build workplace of the future.

If you are interested in being part of a learning culture, where teamwork and collaboration are encouraged, excellence is rewarded, and diversity is respected and valued, take a moment and explore the below job opportunity.

The Associate Practice Engagement Manager (APEM) is responsible for all client interfaces within the assigned account scope. The APEM works together with his/her manager (Manager-Client Services/Senior Manager-Client Services) to build an account plan for the Microsoft Practice in the Japan region - focusing on Microsoft BizApps and Microsoft Modern Workplace - and is responsible for client management and achieving sales based on the account plan. Usually, the APEM handles multiple accounts with an indicative annual book of business of up to $20 million.

What will you do?

The Associate Practice Engagement Manager has the following key responsibilities within the assigned account scope:

• Work closely with in region sales and account teams to maximize the Microsoft BizApps and Microsoft Modern Workplace footprint within the industry vertical accounts across the geography.
• Create an end-to-end partnership plan with Microsoft and build and mature it to the level of a preferred partnership in the region.
• Client relationship management -manage relationships with operational client personnel - those directly involved with the client's presence.
• Business development - build a portfolio of up to $20M - drive revenues within the identified account scope by being the owner of the entire Opportunity Management Cycle: Prospect-Evaluate-Propose-Close. This involves identifying business opportunities, selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance.
• Conduct research and competitor analysis, create proposals/pitches, validate estimates/effort, deliver client presentations and negotiate with clients.
• Client delivery assurance - assure the client of Infosys commitment and drive the delivery process by working collaboratively with the Delivery Managers in the business unit.
• Collaborate with the Delivery Manager to address all people or infrastructure related issues that may be affecting the delivery of the project vis-à-vis the specific client.
• Balance different projects running for the client that may involve different delivery managers or horizontal competency units' resources.
• Take go-to-market solutions to accounts within the account scope -responsible for driving revenues from go-to-market solutions being sponsored by the business unit.
• Work closely with the Solutions Leader to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope.
• Account planning and governance - completely responsible for all Client Management processes - Plan-Sell-Deliver-Manage.
• Build an account plan for the account scope - with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed.
• Make pricing decisions within the scope of the Master Services Agreement.
• Support pre-sales proposals for new business development.
• Provide necessary input for building future alliances with relevant product vendors.
Please Note: This description does not cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee.

Qualifications:
• Bachelor's degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education and 7+ years' experience, with strong sales/relationship management/account management experience.
• Significant business development experience on Microsoft Dynamics 365, Power Platform, Microsoft 365 & related technologies.
• Track record of interacting and building relationship with CXO level client contacts.
• Have relationships with CXOs / Business Heads in top BFSI, CMT, SURE, Retail and Public Sector clients in Japan
• Have experience creating transformation deals >$10mn covering License + Implementation + Support
• Global Delivery Model experience desirable.
• Experience managing large multi-location consulting engagement teams desirable.
• Track record as Account Manager in a rapidly growing client relationship highly desirable.
• Hands-on experience with proposal creation and leading proposal presentations.
• Strong leadership, interpersonal, communication and presentation skills.
• Wide variety of IT and business consulting engagement experience.

At Infosys, we recognize that everyone has individual requirements. If you are a person with disability, illness, or injury and require adjustments to the recruitment and selection process, please contact our Recruitment team for adjustment either via the following email Infosys_ta@infosys.com . Alternatively, you can include your preferred method of communication in email, and someone will be in touch.

Please note in order to protect the interest of all parties involved in the recruitment process, Infosys does not accept any unsolicited resumes from third-party vendors. In the absence of a signed agreement, any submission will be deemed as non-binding and Infosys explicitly reserves the right to pursue and hire the submitted profile. All recruitment activity must be coordinated through the Talent Acquisition department.

"All aspects of 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."