Practice Sales Manager - Digital Transformation

About the Company:Infosys is a global leader in next-generation digital services and consulting. We enable clients in over 56+ countries to navigate their digital transformation. With over three 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.Role: Associate Practice Engagement Manager, DX Practice (Digital Transformation)Location: Japan (Tokyo Office)About the Role:Contribute to all stages of sales planning and execution for Digital Experience (DX) projects in the Japanese market. Responsibilities include market/segment and competitor analysis, creation and refinement of sales plans, account plans, target account lists, and sales pipelines. You will manage and review execution progress, qualify opportunities regularly, mobilize appropriate teams for proposal creation, support negotiations, review team performance, guide positioning and sales processes, participate in key events, and ensure achievement of regional targets for revenue, margin, sales, and utilization. This may include creating or editing messaging related to Infosys services and solutions, in alignment with company policies and norms.Responsibilities:Business Planning – Regional Level: Aggregate revenue/margin figures reported by business development and sales managers, compare with regional targets, and present realistic projections. Support the regional head in setting goals through market/segment analysis and identification of needs/services/solutions.Sales Planning and Review: Create sales plans and conduct reviews with sales teams, regional heads, and HBU partners. Develop sales pipelines and target account lists (TAL), sign off on TAL, evaluate pipeline shape, size, and velocity, and conduct monthly reviews to ensure sales targets are met.Market Development: Represent executives at key events/conferences, influence clients, and engage leadership through industry references, analyst references, case studies, joint webinars, and co-presentations. Provide event/sponsorship info to corporate marketing and contribute to messaging. Maximize event ROI and support revenue growth outside accounts.Customer Prospecting: Ensure sales plans adequately address prospecting and lead generation through pipeline reviews and follow-ups. Qualify opportunities and enable pursuit by external partners and senior management.Opportunity Identification and Qualification: Review identified opportunities and plans, qualify them, and ensure a healthy pipeline across service offerings through regular reviews.Proposal Creation: Assist in identifying appropriate teams for proposal creation, including external partners. Provide competitive intelligence, support internal approvals, and conduct reviews to ensure winning proposals.Proposal Negotiation and Closure: Participate in meetings with prospects as an executive, escalate to leadership if needed, identify suitable teams, and conduct commercial negotiations to secure deals.Contracts and MSAs: Support MSA accounts and help position Infosys as a strategic partner. May participate in MSA negotiations to build long-term client relationships.Account Planning and Review: Review account plans and execution to ensure planned growth in revenue, margin, and utilization.Account Mining: Position Infosys as a strategic and trusted partner, support internal alignment, review business plans, and ensure account growth. Guide transitions from hunting to farming mode and hand over accounts to engagement managers at the right time.Account Operations: Follow up on internal escalations, minimize revenue leakage, and enhance customer satisfaction. Conduct regular reviews and ensure compliance with sales processes. Schedule reviews with regional heads for top opportunities, pipeline, and accounts to ensure disciplined, data-driven decision-making.Relationship Management: Support sales/business development managers, gain internal buy-in, and provide guidance. Act as the first escalation point, attend client meetings, lead relationship reviews, and contribute to maximizing customer delight.Qualifications:Bachelor’s degree or equivalent from an accredited institution. Alternatively, 3 years of relevant experience may be considered.Over 10 years of experience in Information Technology.Must be a Japanese national or have valid work authorization in Japan. Sponsorship is not available at this time.Required Skills:Over 5 years of sales experience in DX applications (digital marketing, SAP commerce, interaction) and technology services.Excellent verbal and written communication skills in both Japanese (at least JLPT N2 & Above) and English.Willingness to travel within the region as needed.Ability to work in a team environment with diverse stakeholders.Experience and motivation to work in a global delivery environment.Preferred Skills:Over 5 years of sales experience in DX applications (digital marketing, SAP commerce, interaction) and technology services.Excellent verbal and written communication skills in both Japanese (at least JLPT N2 & Above) and English.Willingness to travel within the region as needed.Ability to work in a team environment with diverse stakeholders.Experience and motivation to work in a global delivery environment.Infosys is an equal opportunity employer and encourages applications from: Minority/Female/Veteran/People with Disability/Sexual Orientation/Gender Identity/National Origin. 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 only on [contact information].Please note in order to protect the interest of all parties involved in the recruitment process, Infosys does not accept any unsolicited resumes from third party vendors. In the absence of a signed agreement any submission will be deemed as non-binding and Infosys explicitly reserves the right to pursue and hire the submitted profile. All recruitment activity must be coordinated through the Talent Acquisition department.