Strives to acquire, manage and enhance the relationship with Clients and addresses the clients’ business needs with appropriate services & solutions from. The ABM is also responsible for building and managing the Onsite Delivery Team.
B. How is the job performed?
Pre-Sales Support(Prospecting)
Prepare for Pre-Sales meetings
§ Research relevant Best Practices, Experiences and Industry Solutions
§ Assess Client requirements
§ Bring together the best-fit team
§ Prepare and present customized solutions/proposals
Follow up meetings on solution/competency
Carve out immediate opportunities and potential projects
RFI responses
§ Strategize along with Sales
§ Anchor responses
RFP/RFQ responses
· Strategize along with Sales or Engagement Management
· Anchor responses – Solution Approach, Architecture, Estimates, Timeline, Staffing Plan, Credentials, References
· Conduct Due Diligence at client sites to refine responses
· Validate Gross Margins and follow GM process – Help with OMAT Analysis
§ SLA’s, Productivity, Timeline, Effort and other Delivery related issues
§ Build relationships with all proposal / portfolio stakeholders/Decision makers
§ Prepare for and participate in site visits of prospects or Clients
§ Cross IBU Review of proposals
Accounts Initiation:
Initiate Accounts and prepare Account Development Strategy with Sales
Formation of Steering Committee/Program Review Structure
Project Staffing
Connectivity Set up
Manage pilot engagement
Competitor assessment
Risk analysis
Ensure and Monitor Goal flow down/up
Client IT spend analysis
Identify new Opportunities (& their dynamics)
Strategies for services & mind-share expansion
Resource Planning
Client Relationship & Account Management
Opportunities Management
Opportunity identification
Stakeholder courtship
Proposal making & presentation oversight
Proposal follow-up
Win/Loss analysis
Risk Management
Work order drafting
Operations Management
Strategize and develop Portfolio Account Plan
Coordinate staffing & orientation
§ Engagement startup & kickoff (trace-ability to proposal – scope, promises)
Metrics definition and adherence
Engagement oversight (Project reviews, progress tracking, analysis & course correction)
Help Define and review SLAs for the portfolio
Negotiate effort, timeline in case of scope creep
Monthly/Quarterly Review Meetings
Client Escalations Management
Internal Escalations Management
Engagement satisfaction assessment
Ensure required Gross Margins
Relationship Management
Relationship building & enhancement for the portfolio
Monthly/Quarterly Relationship Review Meetings
services awareness
Competition assessment
Prepare for and participate in Client visits
Client satisfaction assessment
Develop and implement CSAT Action Plan
Build relationships to be leveraged for references to other business lines/prospects
Information Management/Organization Development
Update Information Systems
Develop Dash board for the account Portfolio
Best Practices sharing within and across accounts
Employee communication – corporate/IBU info
Facilitate Knowledge management
Provide market feedback on competencies to be built
Implementation of Corporate/IBU initiatives onsite
Create case studies and business value reference material
Finance/HR Management
Revenue forecasting
Invoicing oversight and portfolio A/R tracking
Revenue & profitability analysis
Business Model/Delivery Process orientation to new client-facing recruits (Delivery)
Facilitate Rewards & recognition at account level
Develop, Groom & Mentor Onsite Delivery Team
Performance Review
Implement Action Plans from ESAT
Coordinate training for Onsite Delivery Team
Lay down code of conduct
Manage Onsite Bench
Onsite Recruitment (Resumes, Interviews to Offer)
Manage Onsite Subcontracting
Measure and monitor revenue at risk
Address people issues onsite
Conduct Employee All hands/town-halls/training sessions in the portfolio
Identification of training needs/technologies for the account
C. Relationships with others
INFY
Member- Engagement/GEMs
Division Managers
Delivery manager
Consultants
Program managers
Project managers
Functional Heads
Subcontractors
Alliance partners
Product vendors
Client
CXOs
AVPs and VPs
Business area directors
IT Directors
Business function managers
IT program managers
IT project managers
RequirementsManage a portfolio of prospects ( in case of pre-sales ) or Portfolio in an account or smaller accounts
Client development: Manage prospects/ Portfolio/client relationships
Business development support: Opportunity identification and pursuit within portfolios managed and/or presales support
Coordinate Organizational/IBU specific initiatives
Manage Onsite Delivery Team
Customer service: Escalation management, status reviews and customer reporting
Contactmaria@mckinnon.com
