Cloud Infrastructure and Security Services Director

2 weeks ago

Stockholm, Stockholm, Sweden Infosys Technologies (Sweden) AB Full time
Job Title: CIS Sales Director

About the Role:

We are seeking an experienced CIS Sales Director to lead our Cloud Infrastructure and Security Services team in Sweden. As a key member of our sales team, you will be responsible for driving revenue growth, developing winning strategies, and positioning our solutions and capabilities to clients.

Key Responsibilities:

  1. Develop and execute sales strategies to engage clients in consultative manner, positioning solutions, capabilities, and IP of the organization in the area of datacenter consolidation, hybrid cloud transformation, public cloud migration, modern workplace transformation, software-defined networks, cyber threat analytics, and next-generation SRE operations.
  2. Demonstrate practitioner articulation of industry trends in these areas, key tenets, and metrics that will address client challenges and lead client CXO/IT leadership conversations to help develop a strong business case.
  3. Grow a profitable pipeline and/or backlog of sales through deal origination, sales negotiations, and closure by:
    1. Collecting ground level intelligence on client drivers and competitor moves, forming 'Pursuit Teams' across Business Units (as applicable) and driving consensus on pricing (including revenue transfer).
    2. Recommending and defending win-price at the appropriate levels and procuring all approvals.
    3. Positioning the client-facing team, explaining client context, coaching pursuit team, and driving among BUs.
    4. Clarifying client expectations and ratifying the solution with the client.
    5. Handling customer complaints about project executions across IBU (Industry Business Units) delivery and HBUs (Horizontal Business Units), as well as negotiations on MSAs and SOWs (which the Commercial Manager leads).
    6. Facilitating the discussion for the commercial manager and being the point-of-escalation if needed.
    7. Anchoring meetings and closing any opportunities generated for Cloud Infrastructure, Security (CIS) and partnering/ensuring active participation from partners concerned (as applicable - based on the gamut of CIS Service portfolio of Infosys).
    8. Demonstrating that Infosys is the best Systems Integrator for implementing IT transformation solutions in any client context.

Requirements:

  • Extensive years of experience in IT services, business development/sales.
  • Strong/specialized experience in selling Cloud Infrastructure, Security Services, and Solutions to European clients.
  • Strong knowledge of technology, methodologies, and tools or technology practitioner knowledge in relevant technologies and tools to recommend frameworks like datacenter consolidation, hybrid cloud transformation, public cloud migration, modern workplace transformation, software-defined networks, cyber threat analytics, and next-generation SRE operations for solution creation.
  • Experience in transition, transformation program management, and organization change management methodologies and frameworks, and shaping and leading client conversations to prepare for a large, multi-pronged transformation program.
  • Strong understanding of technology partner ecosystem and experience in nurturing, leading vendor alliances and joint solutions both in a pursuit as well as generating proactive pipeline.
  • Strong knowledge of Contracting/Legal/MSA (Master Services Agreement) processes and financial concepts to ensure adherence to standards and to make recommendations on the optimal way to structure/price deals and take to closure.
  • Deep understanding of internal Infosys organization and support structure to ensure relevant approvals and compliance procedures related to pricing as well as legal aspects of a deal.
  • Proven strength in relationship-building at senior executive/CxO level.
  • Good interpersonal skills including ability to work successfully with virtual, geographically dispersed, and multi-cultural teams.
  • Display good ability to relate, compare, secure relevant information, and identify key issues and an ability to commit to action after developing alternative courses of action that take into consideration resources, constraints, and organizational values.
  • Displays an in-depth knowledge of value articulation principles including client ROI and appropriate storyboarding techniques to present the Infosys solution effectively to the relevant stakeholders.

About Us:

Infosys is a global leader in next-generation digital services and consulting. We enable clients in more than 50 countries to navigate their digital transformation. With over four decades of experience in managing the systems and workings of global enterprises, we expertly steer our clients through their digital journey. We do it by enabling the enterprise with an AI-powered core that helps prioritize the execution of change. We also empower the business with agile digital at scale to deliver unprecedented levels of performance and customer delight. Our always-on learning agenda drives their continuous improvement through building and transferring digital skills, expertise, and ideas from our innovation ecosystem.

Infosys provides equal employment opportunities to applicants and employees without regard to race, color, sex, gender identity, sexual orientation, religious practices and observances, national origin, pregnancy, childbirth, or related medical conditions, status as a protected veteran or spouse/family member of a protected veteran, or disability.

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