Richardson, TX

Infosys is seeking a Head of Sales for Life Sciences Industry. In this role, you will contribute to every stage of sales planning and execution for a region including Market/segment and competitor analysis, creating, reviewing and refining sales plans, account plans , target account list and sales pipeline, create and own the sales plan and pipeline, review execution of sales plans, pipeline and account plans to track progress on lead identification and pursuit, qualify opportunities, mobilize the right team for proposal development and provide support in negotiations, review performance of team members and guide them on positioning and sales processes. You will also work on generating new businesses from our existing customers/accounts.

About Infosys Life Sciences:
Infosys is helping pharma companies focus on their objectives by leveraging a futuristic, rapid response, and deeply automated foundation that provides vital insights to enable meaningful execution. Create new capabilities that allow for the unprecedented flow of information, deliver value through connectedness, and transform into new business models. Drive continuous improvements by learning powerful digital skills and gaining experience through innovation ecosystems.

Head of Sales Role Responsibilities:

• Business Planning - Region Level: Aggregate revenue/margin numbers from reporting Business Development Managers/Sales Managers, compare against the aspirational target of the Region and provide realistic revenue/margin numbers from "new business".
• Sales Planning & Review: Own the sales plan- create, review, create 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 maximizing ROI 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 identified opportunities/opportunity plans to qualify the opportunities; and review the pipeline regularly
• Contracting and MSA: Help identify "MSA accounts" and help his team of Business Development Managers/Sales Managers create positioning for Infosys as a strategic partner. S/he will negotiate 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 as necessary

Required Head of Sales Qualifications:

• Bachelor's degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education and 15+ years of experience, with strong sales experience in service
• Understanding of Global Delivery Model (offshore/outsourcing) and large deal experience
• Minimum of 15 years of relevant business development experience selling IT services
• Track record of interacting and building relationship with CXOs of leading organization
• Hands-on experience with proposal creation and leading proposal presentation
• Strong leadership, interpersonal, communication and presentation skills

U.S. citizenship or permanent residency required, we are not able to sponsor this position at this time

Preferred Head of Sales Qualifications:

• 10 Years of experience heading sales function for a technology based business
• Experience and understanding of the Life Science industry to include pharma, biotech, med device and research
• History of achieving/overachieving sales targets
• Experience in S/W contract negotiations
• Experience with competitor mapping and SWAT analysis
• Ability to define specific to radical solutions within abstract environments
• Well networked within the IT services industry and Life Science vertical
• Ability to identify upcoming RFPs / deals by networking with key client 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.

Visit www.infosys.com to see how Infosys (NYSE: INFY) can help your enterprise navigate your next.

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