Practice Sales Director

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Role Description Infosys is seeking a Practice Engagement Manager for the Infosys Validation Solutions practice. The Practice Engagement Manager is responsible for all client interfaces within the assigned account scope and works with the Group Practice Engagement Manager to build an account plan. Usually the role handles a single account or part of a large account with a P&L of $50M+.

Location Melbourne, VIC

About Infosys Validation Solutions Practice Infosys helps companies in their digital transformation journey by delivering enterprise digital assurance through engineering‑led QA. In line with shifting QA needs, we help clients become resilient by increasing business agility and future‑proofing their organization while ensuring speed and efficiency in a digital world. The Validation Solutions practice works closely with strategic partners to enhance value for our clients.

Responsibilities

Client relationship management and business development: manage client relationships, build a portfolio up to $50M+, own the opportunity management cycle: Prospect‑Evaluate‑Propose‑Close

Client delivery assurance: collaborate with all delivery stakeholders to ensure fulfilment of all commitments to the client

Account planning and governance: create the account plan including relationships required, opportunities to be pursued, price decisions, etc.

Drive top‑line revenue growth from Quality engineering GTM solutions/offerings

Build GTM strategy with a clear execution plan

Build pipeline by collaborating with industry vertical leaders, individual account leaders and partner teams

Leverage partner resources to maximise large‑deal pipeline origination

Track deals closely to increase pipeline, conversion and report to stakeholders

Drive strategic solutions with partners

Design and build joint go‑to‑market offerings, execution plans with partners (e.g., SAP Validation with Worksoft, Cloud migration validation, etc.)

Work with internal teams to build out differentiators

Collaborate with partners on marketing/branding and campaigns to create excitement and lead generation

Advise clients on solutions that leverage Infosys solutions

Drive market adoption of GTM solutions/offerings working directly with client stakeholders

Drive solution design, value proposition, proposal submission

Work with partners, client stakeholders and internal stakeholders to drive commercial negotiation and deal closure

Required Qualifications

Bachelor’s degree or foreign equivalent. Will also consider three years of progressive experience in lieu of one year of education and 14+ years of experience with strong sales/relationship management/account management experience.

Deep understanding of Quality engineering solutions and offerings (e.g., Cloud Validation, Agile/DevSecOps QE, Test Automation, Performance testing), including value proposition and estimation for different offerings.

Experience in complex QE solution design for customers with varying levels of maturity.

Experience in a large QE solution discovery and assessment engagement.

Experience in proposal creation, estimates for QE offerings, negotiation with customers/partners and internal stakeholders.

Preferred Qualifications

Good understanding of industry‑specific business issues and drivers.

Global Delivery Model experience.

Experience managing large multi‑location consulting engagement teams.

Additional Information 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 or call 1‑866‑472‑0935. Alternatively, you can include your preferred method of communication in email, and someone will be in touch.

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.

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