Senior Practice Engagement Manager

Role
Practice Engagement Manager

Role Designation
Practice Engagement Manager

Senior Practice Engagement Manager

Career Stream
Global Markets

Career Sub Stream
Client Services

Reports to
Group Practice Engagement Manager
Billable Role (Y/N)
N

Supervises
Associate Practice Engagement Manager
Billable Utilization
NA

Financial Size
(Revenue/ Budget/Span)
25 Million Euro p.a.
Incumbency
(Single/ Multiple)
Multiple

Team Size & Dispersion
(Direct & Indirect reports, Single/ Multiple locations)
Individual Performer, or up to 2 reportees
Location
(Onsite/ Offshore)
Onsite, Europe
Operating Network (Internal)
Segment Sales, SAP Delivery Management, Finance, Legal
Operating Network (External)
Clients (CXOs, Business Leadership, IT Leadership and below, Procurement office, Client Audit & compliance), Alliance partners mainly SAP, other contractors (direct competitors, other companies managing PMO, independent contractors etc.)
1

Practice Engagement Manager

Senior Practice Engagement Manager

• Drive new SAP service business growth – Transformation as well as Operations
• Provide SAP Product Portfolio and Service Delivery expertise throughout client journey
• Independently create and orchestrate integrated offerings and value proposition for new deals
• Strengthening SAP partnership by collaborating at account and product portfolio levels
• Create high impact in the market with thought leadership based on hands-on SAP Service Delivery

Educational Qualification* and Experience Requirements
30

Practice Engagement Manager

Senior Practice Engagement Manager
Engineering Graduate
CA / Tier MBA*
Non-Engineering Graduate
PhD
Minimum No. of Years
12
Career Stream
12 NA

• Categorized based on Infosys recognized list of colleges and courses

For Higher Proficiency
30

Career Stream
Engineering Graduate
CA / Tier MBA*
Non-Engineering Graduate
PhD
Minimum No. of Years
14 Global Markets 14 NA

3

Global Markets

Experience in Business/ IT Consulting, preferably from SAP GSSPs, and experience in the Europe markets - DACH, Nordics, France, UK&I

Areas of Responsibility

• Sales Planning and Review

The Practice engagement Manager provides data points to the Region Head to help create a realistic sales plan.

• Market Development

The Practice Engagement Manager persuades clients to provide industry wide references; provides input on specific events / sponsorships to corporate marketing; participates in events and conferences
in order to
support revenue growth outside the account and increase ROI on events.

• Opportunity Identification and qualification

The Practice Engagement Manager navigates the account to identify varied kinds of deals in the account
in order to
increase business footprint.

• Proposal Development

The Practice engagement Manager will partner with Vertical Segment Sales and SAP Delivery Management and be a part of the integrated pursuit team. S/He will create compelling value proposition to new SAP deals and ensuring rich quality, seamless solution, that uniquely positions Infosys

• Proposal Negotiation and Closure

The Practice Engagement Manager will (in case of multiple BU pursuits) align with the Segment Sales and Delivery Management . S/He will set up and facilitate proposal-coaching sessions between client and pursuit team's technical / domain experts. S/He will drive client consensus or at least neutralize opponents, articulate business value and drive pricing
in order to
articulate business value and win the deal at the right premium.

• Contracting and MSA

The Practice engagement Manager provides inputs to the Commercial Manager. S/He will be the point-of-escalation if needed,
in order to
ensure quick closure of the contract from solution and estimation perspective with adequate due diligence and clarity

• Account Planning and Review

The Practice Engagement Manager contributes in the Account plan, communicates and executes as per plan. S/He conducts periodic review of plan with higher Management
in order to
grow in the Account as per plan.

• Account Mining

The Practice Engagement Manager prepares for client meeting as per IBU EM's guidelines, participates actively in client meetings; works with IBU EMs to close any opportunities generated
in order to
expand HBU footprint in account as per plan. S/He works with HBU Delivery closely, providing account context and techno-functional review of the meeting material.

• Account Operations

The Practice Engagement Manager supports signs off on SOWs / Contracts and follows up with the client to sign SOWs (all for the HBU) and upload into OMS; resolves any disputed amounts invoiced; follows up with clients (at succeeding levels if necessary) for release of payments. S/He identifies the right list of clients for CSAT and follows up with client if necessary for CSAT and ELF;
in order to
minimize revenue leakage for services delivered and enhance client satisfaction.

• People Management

The Practice Engagement Manager mentors HBU account team, works closely with Delivery Managers / Heads to provide development feedback for senior delivery team members of the account management team, coach direct reports
in order to
improve CSAT, ESAT and de-risk the engagement.

• Organization Initiatives

The Practice Engagement Manager leverages account context to present these favorably to the customer (CSAT Actionizing)
in order to
get added learning and growth opportunities and additionally contribute to the organization.

*Knowledge:
*Knowledge, Skills required for the role

• Overall 10 to 25 years of SAP consulting experience with achievements in service delivery, sales, presales, advisory or competency leading capacity
• Strong Delivery background - hands-on SAP consulting services track record of at least 10 years as a Consultant / Developer / SME
• Expertise in Presales - client C-level advisory and solution presentation experience of at least 2 years
• Industry orientation – deep experience of working with one or multiple industry segments across multiple organizations e.g., Retail, CPG, Chemicals, Energy etc.
• SAP SE Connect - direct relation with SAP folks from Sales leaders (Country Head/GAD/AE), Partner Management, Product Management, Customer Success
• Solution orchestration - SAP-led solution (potentially including non-SAP components) with over 10 IT products seamless integrated value proposition building for new deals
• Presentations – proven capability of engaging CXO and Sr. executive with whiteboarding, presentations with and without any aids slide PowerPoint, very high expertise to prepare high impact presentations
• Commercials – as a consulting partner, contemporary commercial models for various types of SAP services, packaging various cost components, estimations, resource loading
• SAP RISE, Grow – experience of at least 3 deals or programs in SAP RISE and Grow constructs, methodologies, role clarity for SI, SAP and client
• SAP Business Suite, Apps, BDC, Business AI – familiarity with SAP AI offerings, any hands-on experience, certifications will be a plus
• Good understanding of LoB Apps – IBP, Ariba, SFSF, CX, Concur, Fieldglass, Qualtrics, Central Finance
• Europe experience – at least 8 years of stay and work experience in any European countries with cultural sensitivity, social integration, any European language proficiency in addition to English will be a big plus
• Travel – Flexibility for short travels across EMEA region with short notice

*Skills:***

• Industry know-how – expertise of working with multiple companies in an industry segment with deep business process knowledge e.g., Retail, CPG, Energy, Discrete Manufacturing, Pharma etc.
• SAP Hands-On Delivery – Proven record of SAP Service delivery / SAP Program Management
• SAP Services Proposal building – integrating multiple functional and technical components into compelling solution with right estimates
• Client-orientation - understand client organization and drive value maximization with our solution
• Maturity and creativity during sales pursuit and service Delivery to oversee teams and drive towards set goals
• effective and structured verbal and non-verbal communication skills (consultative skills)
• Stakeholder Management – interpersonal skills to interact with senior executives
• Languages – Very good fluency in English. Additional linguistic skills in German, French will be an added advantage

Performance Measures

• Sales Planning and Review

Revenue, Profitability; Service Line (i.e. HBU) Mix as % of total account revenue.

• Opportunity Identification and Qualification

Number of requests for proposals - could be sole sourced or not.

• Proposal Development

Average Infosys PAT across the proposals submitted; average HBU PAT across the proposals submitted.

• Proposal Negotiation and Closure

Dollar proposals won; Number (and $) of proposals won / Number (and $) of total proposals submitted.

• Contracting and MSA

Contract / SOW risk rating below XX (as per the grading exercise being carried out in CMS).

• Account Planning and Review

HBU Revenue; HBU margin; number of large deals; number of new buying centers.

• Relationship Management

Number of client escalations to next (GEM) level; number of CXO meetings; CSAT; ELF scores.

• SAP Partnership

SAP Partnership KPIs as per role, connect with various stakeholders within SAP

• Learning and SAP Certifications

Latest SAP certifications and continuous learning on new areas

• Organization Initiatives

Success of the initiatives.

*Additional Criteria For Higher Proficiency:
Minimum Experience:*
14 years for BE or Liberal Arts graduate or 12 years for MBA graduate.

*Knowledge:*
Span multiple industry/domains regarding the service line.

*Tasks*
:
Assist BDMs with pursuits of prospects across different sectors; Mentor EM, proficiency Level 1.