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Business Development Manager
Job Location:
Monthly Salary:
Posted:
6 August 2026 (1 hour ago)
Posted:
Application Deadline:
4 November 2026
Application Deadline:
Vacancies:
1 Vacancy
Vacancies:
Job Summary
Role Information
0
Educational Qualification and Experience Requirements
20
*Categorized based on Infosys recognized list of colleges and courses
For Higher Proficiency 20
2
Areas of Responsibility
The Business Development Manager will create a/c plan enlist executive sponsorship ensure active participation from HBUs / Partners concerned provide account context (includes topics to avoid) allocate roles and responsibilities for ongoing client interactions review meeting material in order to penetrate the account by positioning Infosys strategically and as a trusted partner. S/He generates leads through meetings / presentations at conferences partner contacts contacts in client organizations news reports analysts deal consultants in order to create a pipeline of opportunities (unqualified pipeline).
S/He will ensure active participation from HBUs / partners concerned provides account context (including topics to avoid) allocates roles and responsibilities for ongoing client interactions reviews meeting material in order to grow the account by positioning Infosys strategically and as an existing trusted partner. Handover the account to the right person (mostly an EM) at the right time based on guidance from the manager in order to ensure account is moved from hunt to farm mode.
The Business Development Manager will (Cimba Related) engage in creation of company opportunity contacts proposal proposal number ensure creation of OM; ensure opportunity is kept up to date in terms of profile start date value etc. Schedule top 10 opportunity pipeline and account review with HoS on defined periodic basis in order to ensure discipline availability of data (person independence) right projections at the org level and data driven decision making.
3rd party: S/He develops relationship with third party vendors as is necessary.
The Business Development Manager will (Within Infosys) collaborate with Delivery management (HBU & IBU delivery) HoS Finance / Legal and IBU Leadership to resolve escalations. S/He identifies and sells to Infosys executives the specific client they should connect with prepares executive briefing documents. Coaches on high level messages that resonate with account context. S/He identifies the right speakers / hosts (including self if applicable- higher proficiency) at the conferences with whom the client can connect / address the audience incorporates internal feedback on the relationship review document to be presented allocates roles to Infosys participants in the review and track action items to closure in order to ensure a delighted customer.
Knowledge Skills required for the role
Knowledge: Knowledge of outsourcing business cost and revenue drivers for an IT organization Business case creation Financial ratios and analysis (IRR NPV ROCE etc.) Statistical analysis (regression correlation mean median mode frequency distributions) Presentation skills knowledge of legal and contracting issues develop a high level knowledge (including value proposition) of Infosys offerings.
Skills: Effective and structured communication skills (consultative skills when combined with business case creation above) conflict resolution / consensus building skills problem solving skills negotiation skills Commercial Acumen identification of political land sense of humor leadership and networking skills.
Performance Measures
Additional Criteria for Higher Proficiency:
Tasks:
Bigger portfolio a team of ABDM/BDMs Org level initiatives
| Role | Business Development Manager | ||
| Role Designation | Business Development Manager/ Sales Manager Senior Business Development Manager/ Senior Sales Manager | ||
| Career Stream | Global Markets | ||
| Career Sub Stream | Sales | ||
| Reports to | Sales Head | Billable Role (Y/N) | N |
| Supervises | Not specified | Billable Utilization | NA |
Financial Size (Revenue/ Budget/Span) | 2-3 New accounts (1-2 class A) per half US$ 1-2M per half | Incumbency (Single/ Multiple) | Multiple |
(Direct & Indirect reports Single/ Multiple locations) | TAL of 30-35 account; 7-10 being Class A/Must Win Number of Direct reports : 1-2 | Location (Onsite/ Offshore) | Onsite / Offshore |
Operating Network (Internal) | Head of Sales Account Development Specialist All HBUs IBU delivery Finance Legal HR CCD IS UPAMs GEMs DHs IBU Heads NBD team HoS | ||
Operating Network (External) | Clients (CXOs Business Leadership IT Leadership and below Procurement office Client Audit and compliance) Alliance partners other contractors at Client (direct competitors other companies managing PMO independent contractors etc.) |
| Business Development Manager/ Sales Manager Senior Business Development Manager/ Senior Sales Manager |
| Generate leads through meetings / presentations at conferences partner contacts contacts in client organizations news reports analysts and deal consultants. Do customer profiling A/C Planning and set revenue / margin targets by services line at the account level. Create and / or edit messaging around Infosys services and solutions as is necessary. Identify and secure meetings with the right contacts in the client organization; Anchor meetings and pursue any opportunities generated with the help of pre-sales partner units and external partners. Research and provide analysis on all key accounts to attain an understanding of needs develop organization charts / structures for all key accounts. Identify the right team internally and for meetings identify the right external partners (based on fitment market presence internal capabilities and price and prospect preference) Provide intelligence on competition Figure out the target price help get the internal approvals co-develop and provide inputs to model / solution and provide content as is necessary. Negotiate teaming agreements and prices with external partners. Negotiate MSA terms and conditions. Effectively handover the project to delivery for execution (in case of the won projects). Develops account plan relationship map Signs off on SOWs submits invoices follows up for payment release. Handover the account to the right person(mostly an EM) at the right time based on guidance from the manager WITH THE OBJECTIVE OF coming up with a winning strategy to meet A/C opening and revenue targets penetrating the account by positioning Infosys strategically and as a trusted partner develop a winning proposal ensure a win and sufficient and necessary document to start the work creating a pipeline of opportunities across the service mix creating a long term relationship with the prospect and growing in the account as per 18 m plan and ensuring account is moved from hunt to farm mode WITHIN the assigned set of accounts and within organizational policies and guidelines. |
Educational Qualification and Experience Requirements
20
| Business Development Manager/ Sales Manager Senior Business Development Manager/ Senior Sales Manager | Engineering Graduate | CA / Tier MBA* | Non Engineering Graduate | PhD |
| Minimum No. of Years | 11 | 9 | Career Stream | NA |
For Higher Proficiency 20
| Career Stream | Engineering Graduate | CA / Tier MBA* | Non Engineering Graduate | PhD |
| Minimum No. of Years | 14 | 12 | Global Markets | NA |
2
| Global Markets |
| Knowledge of business processes of the client and the underlying Economics of the industry competitive dynamics |
Areas of Responsibility
- Business Planning Organization / Unit Level
- Sales Planning and Review
- Market Development
- Customer Prospecting
The Business Development Manager will create a/c plan enlist executive sponsorship ensure active participation from HBUs / Partners concerned provide account context (includes topics to avoid) allocate roles and responsibilities for ongoing client interactions review meeting material in order to penetrate the account by positioning Infosys strategically and as a trusted partner. S/He generates leads through meetings / presentations at conferences partner contacts contacts in client organizations news reports analysts deal consultants in order to create a pipeline of opportunities (unqualified pipeline).
- Opportunity Identification and Qualification
- Proposal Development
- Proposal Negotiation and Closure
- Contracting and MSA
- Account Planning and Review
- Account Mining
S/He will ensure active participation from HBUs / partners concerned provides account context (including topics to avoid) allocates roles and responsibilities for ongoing client interactions reviews meeting material in order to grow the account by positioning Infosys strategically and as an existing trusted partner. Handover the account to the right person (mostly an EM) at the right time based on guidance from the manager in order to ensure account is moved from hunt to farm mode.
- Account Operations
The Business Development Manager will (Cimba Related) engage in creation of company opportunity contacts proposal proposal number ensure creation of OM; ensure opportunity is kept up to date in terms of profile start date value etc. Schedule top 10 opportunity pipeline and account review with HoS on defined periodic basis in order to ensure discipline availability of data (person independence) right projections at the org level and data driven decision making.
- Relationship Management
3rd party: S/He develops relationship with third party vendors as is necessary.
The Business Development Manager will (Within Infosys) collaborate with Delivery management (HBU & IBU delivery) HoS Finance / Legal and IBU Leadership to resolve escalations. S/He identifies and sells to Infosys executives the specific client they should connect with prepares executive briefing documents. Coaches on high level messages that resonate with account context. S/He identifies the right speakers / hosts (including self if applicable- higher proficiency) at the conferences with whom the client can connect / address the audience incorporates internal feedback on the relationship review document to be presented allocates roles to Infosys participants in the review and track action items to closure in order to ensure a delighted customer.
- People Management
- Organization Initiatives
Knowledge Skills required for the role
Knowledge: Knowledge of outsourcing business cost and revenue drivers for an IT organization Business case creation Financial ratios and analysis (IRR NPV ROCE etc.) Statistical analysis (regression correlation mean median mode frequency distributions) Presentation skills knowledge of legal and contracting issues develop a high level knowledge (including value proposition) of Infosys offerings.
Skills: Effective and structured communication skills (consultative skills when combined with business case creation above) conflict resolution / consensus building skills problem solving skills negotiation skills Commercial Acumen identification of political land sense of humor leadership and networking skills.
Performance Measures
- Sales Planning and Review
- 18 month Revenue
- Number of new A/Cs opened
- Profitability
- Service Line Mix
- Market Development
- Customer Prospecting
- Opportunity Identification and Qualification
- Proposal Development
- Proposal Negotiation and Closure
- Win ratio
- Revenue at risk
- Contracting and MSA
- Suggested - time to close MSA
- Ensuring MSAs are up to date
- Account Planning and Review
- Account Revenue
- HBU Revenue mix
- Account margin
- Number of large deals
- Percentage of non-linear revenue
- Account Mining
- Number of new buying centers
- $ From new buying centers
- Number of new service lines
- $ from new service lines
- Account Operations
- RAR DSO days
- CSAT Score
- ELF score
- Sales process compliance (percentage) - generated in Cimba
- Relationship Management
- Number of client escalations
- Number of CXO meetings
- CSAT
- ELF scores
- People Management
- Organization Initiatives
Additional Criteria for Higher Proficiency:
Tasks:
Bigger portfolio a team of ABDM/BDMs Org level initiatives
Required Experience:
Manager
Key Skills
- Business Development
- Sales Experience
- B2B Sales
- Marketing
- Cold Calling
- Account Management
- Territory Management
- Salesforce
- Affiliate Marketing
- CRM Software
- negotiation
- Lead Generation
About Company
Welcome to Infosys Careers for Experienced Professionals As a leading provider of next-generation consulting, technology and outsourcing solutions, we are dedicated to helping organizations in over 46 countries to renew their core and simultaneously innovate into new frontiers. Whilst ... View more
