Key skills
Business DevelopmentState Government experienceIT ConsultingSales strategy developmentClient relationship managementProposal developmentIndustry trends knowledgeConsumer behavior knowledgeSales quotas managementIT services terminologyNegotiation skillsCommunication skillsTeam leadershipOracleERPSAPSales
About this role
Infosys Public Services is seeking a Senior Business Development Manager to drive business development for US Public Sector State and Local Governments. This role involves leading a sales team, developing sales strategies, and ensuring successful client engagements in the State Government market.
Responsibilities:
- Lead a team of Sales and pre-sales Managers
- Developing sales strategy and setting sales targets
- Experience performing Business Development in the State Government market. Must have a demonstrated State Government track record
- Experience in closing deals in IT Consulting, Systems Integration, and Support and Maintenance
- State Government IT vertical focuses on Health and Human Services, ERP (Oracle/PeopleSoft and SAP), CIO Services, and Transportation
- Must have Client relationships and team partner relationships in targeted States
- Must have a demonstrated track record of closing multiple $10M+ deals
- Tracking sales targets and documenting sales performance metrics
- Ensuring competitiveness by analyzing and researching industry trends
- Engaging in client meetings, understanding business requirements, and coordinating with the internal pre-sales team to create a well-structured proposal
- Developing strategic consulting services sales plans and carrying them out to completion
Requirements:
- Lead a team of Sales and pre-sales Managers
- Developing sales strategy and setting sales targets
- Experience performing Business Development in the State Government market. Must have a demonstrated State Government track record
- Experience in closing deals in IT Consulting, Systems Integration, and Support and Maintenance
- State Government IT vertical focuses on Health and Human Services, ERP (Oracle/PeopleSoft and SAP), CIO Services, and Transportation
- Must have Client relationships and team partner relationships in targeted States
- Must have a demonstrated track record of closing multiple $10M+ deals
- Tracking sales targets and documenting sales performance metrics
- Ensuring competitiveness by analyzing and researching industry trends
- Engaging in client meetings, understanding business requirements, and coordinating with the internal pre-sales team to create a well-structured proposal
- Developing strategic consulting services sales plans and carrying them out to completion
- At least 14+ years of total experience, with a minimum of 5 years experience in leading a sizeable portfolio of relevant markets
- Knowledge of IT Services and US Government RFPs (State & Local) and proposal processes
- Fluent in English and experience in opportunity proposal development and management
- Experience in managing clients and sales quotas
- Ability to explain and demonstrate IT services offerings
- Proficiency in IT services industry terminology and jargon aligned with Public Sector prospective clients
- Exceptional ability in negotiating sales deals, contracts, and service agreements
- Good knowledge of consumer behavior, as well as industry trends and innovation
- Ability to travel for up to 50% of the time
- A Bachelor's Degree in Engineering or a foreign equivalent is required from an accredited institution. Will also consider three years of progressive, relevant work experience instead of every year of education
- Previous Account Executive/Sales experience at a Tier 1 consulting firm is a strong plus