November 1, 2024

Infosys

Head of Sales Insurance Practice

Infosys is seeking a dynamic Global Head of Sales for our Insurance Practice. In this pivotal role, you will spearhead new sales and client acquisition efforts.

Your responsibilities will encompass every stage of sales planning and execution within your region. This includes conducting market and competitor analysis, developing and refining sales and account plans, and managing the sales pipeline. You will lead the creation and implementation of sales strategies, oversee the progress of lead identification and pursuit, and ensure the qualification of opportunities. Additionally, you will mobilize the appropriate teams for proposal development, support negotiations, and guide team members on positioning and sales processes. A key aspect of your role will also involve generating new business from existing customers and accounts.

About Infosys Insurance:
Our insurance offerings help insurers rethink their strategies to cater to new discerning customers by renewing their analytics infrastructure using solutions such as the Infosys Information Platform (IIP) – our big-data-in-a-box package.
With industry-relevant expertise and a historical track record, our solutions enable insurers to:

Adopt digital tools for a clearer understanding of customer specific requirements
Help enhance processes within the industry
Provide seamless customer experiences

With the shift of traditional insurers’ needs to digital insurers, there is greater scope for increased flexibility and agility, faster and more efficient back-office processing, and an overall readiness for disruptions.

Global Head of Sales Responsibilities:

Business Planning: Region Level: Aggregate revenue/margin numbers from reporting Business Development Managers/Sales Managers, compare against the aspirational target of various Regions and provide realistic revenue/margin numbers from "new business".
Sales Planning and Review: Own the sales plan- build, review, lead the sales pipeline and the Target Account List (TAL), provide sign-offs on the TAL, and conduct pipeline reviews on a monthly basis
Market Development: Bring in executive leadership by being present in key events/meetings/conferences as an executive representative, contribute to other means of improving value on events and supporting revenue growth outside the account
Customer Prospecting and Proposal Development and closures: Ensure that the sales plan appropriately addresses prospecting and lead generation through reviews. Help identify the right team for proposal development including external partners. Provide the required support like providing intelligence on competition, helping in getting the internal approvals and conducting regular reviews with an aim towards closure. Also work towards getting more business from the existing customers.
Opportunity Identification and Qualification: Review the found opportunities/opportunity plans to qualify the opportunities; and review the pipeline regularly
Contracting and MSA: Help identify "MSA accounts" and help the team of Business Development Managers/Sales Managers build positioning for Infosys as a strategic partner. They will be responsible for the MSA terms and conditions
Account Planning and Review: Review Account plan and execution of the account plan to ensure planned growth for the Region
People Management: Identify and recruit Business Development Managers/Sales Managers

Global Head of Sales Qualifications:

Bachelor’s degree or foreign equivalent required from an accredited institution. Will also consider three years of multifaceted experience in the specialty in lieu of every year of education
Understanding of Global Delivery Model (offshore/outsourcing) and large deal experience
Minimum of 15 years of relevant business development experience selling IT services
Strong commend and domain experience in the Insurance business segments
Track record of interacting and forming relationships with CXOs of leading organization
History of achieving/overachieving sales targets
Experience with competitor mapping and SWAT analysis
Ability to define specific ground-breaking solutions within abstract environments
Well networked within the IT services industry and Healthcare vertical
Ability to identify upcoming RFPs / deals by networking with key client team members
Experience in S/W contract negotiations
Hands-on experience with proposal creation and leading proposal presentation
Strong leadership, interpersonal, communication and presentation skills