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FBusiness Development Manager Banking and Capital Markets (m/f)
3 applicants
at Raik-Michael Meinshausen / GEMINI Executive Search GmbH for Infosys Technologies Ltd. in Germany in Eschborn, Germany
Infosys Technologies Ltd. has an enviable reputation as one of the world’s most innovative and influential consulting and IT services companies. Established in 1981 by seven visionary entrepreneurs in India, Infosys has matured from a home-grown enterprise with a start-up capital sum of just $250 to a NASDAQ-listed global corporation with a market capitalization of approximately $33 billion.
Infosys is a global technology services firm that defines, designs and delivers information technology enabled business solutions to its clients. Committed to delivering innovation, Infosys collaborates with its clients to help them become high-performance businesses and governments. With deep industry and business process expertise, broad global resources and a proven track record, Infosys can mobilize the right people, skills, and technologies to help clients improve their performance.
Throughout its “short” history, Infosys has expanded its offerings and capitalized on evolving management trends and technologies to benefit its clients. The company pioneered IT services, systems integration and business integration; led the deployment of enterprise resource planning, customer relationship management and electronic services; and has established itself as a leader in today’s global marketplace.
Infosys has been in Germany for more than 10 years and is recognized as a leading service provider for German companies.
Locations:
· Headquarters: Bangalore, India
· Offices in 30 Countries, 72 major cities
· Development Centers in Australia, Canada, China, India, Mexico, UK and USA
Facts & Figures:
· Revenue (LTM March 31, 2010): USD 4.804 Billion
· Num. of Employees: 110,000 +
· Num. of Clients: ~ 570
· Repeat Business: 97%
· Zero debt company
Corporate:
· Induction trainings for new employees
· Graduate IT hires in India undergo 6 months of classroom training before being assigned to projects
· Only 2% of applicants in India get hired by Infosys
· India’s biggest training facilities in Mysore
Infosys among world’s top 50 most respected companies:
· Infosys was ranked among the top 50 most respected companies in the world by Reputation Institute’s Global Reputation Pulse 2009.
· Ranked as one of the World’s Most Respected Companies by Financial Times-PwC
· BusinessWeek has listed Infosys amongst the 40 most innovative companies in the world
· Forrester labelled Infosys a Leader in Global IT Infrastructure Outsourcing
· The Business Today: Infosys ranked 1st in the category “The Best Companies to work for” in India
Using their industry and business-process knowledge, Infosys' service offering expertise and their insight into and access to existing and emerging technologies, they identify new business and technology trends and formulate and implement solutions for clients under demanding time constraints.
Specifically,Infosys helps its clients:
· Identify and enter new markets
· Increase revenues in existing markets
· Improve operational performance
· Deliver their products and services more effectively and efficiently
Infosys' business is structured around groups (Verticals),which together comprise 11 industry groups serving clients in every major industry. The industry focus gives Infosys' consultants an understanding of industry evolution, business issues and applicable technologies, enabling them to deliver innovative solutions tailored to each client or, as appropriate, morestandardized capabilities that they offer to multiple clients.
Infosys' “Business Strategy and Business Transformation Consulting” is separated in three groups, “Business Process Reengineering”, “Operations Consulting”, and “IT Strategy/CIO Services” to develop a full spectrum of services and solutions that address business opportunities and challenges common across industries.
The subject matter experts within these groups support the industry experts working within the operating groups. Client engagement teams typically consist of industry experts, capability specialists and professionals with local market knowledge. Professionals in the delivery centers, who capture replicable components of methodologies and technologies to create client solutions quickly, predictably and cost-effectively, complement Infosys' client teams.
q.v. http://www.infosys.com/
Organizational Inclusion
As a member of Infosys' Central Europe Financial Services Group, the Business Development Manager Banking & Capital Markets Germany (f/m) directly reports to the Country Manager Germany, Mr. Franz-Josef Schuermann and Mohit Joshi, Global Head of Sales & Marketing - Banking & Capital Markets, based in London.
Due to the high amount of travel involved with this role, office- and home-base in Germany is arbitrary but should be located close to an Infosys' office, preferably in the Eschborn.
Tasks Ideal candidate is well-known for his/her business development expertise in the sector of Banking and Capital Markets and is assigned the target accounts identified by the Head of Sales & Marketing, does customer profiling, account planning and sets revenue /margin targets by services line at the account level in order to come up with a winning strategy to meet account opening and revenue targets.
Following responsibilities arise from this role:
· Generates leads through – meetings / presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, deal consultants
·Does customer profiling, account planning and set revenue / margin targets by services line at the account level
· Creates and/or edit messaging around Infosys services and solutions as is necessary
· Identifies and secures meetings with the right contacts in the client organization; Anchors meetings and pursues any opportunities generated with the help of pre-sales, partner units and external partners
· Researches and provides analysis on all key accounts to attain an understanding of needs,develops organization charts / structures for all key accounts
· Identifies the right team internally and for meetings, identifies the right external partners (based on fitment, market presence, internal capabilities, price and prospect preference), Provides intelligence on competition, Figures out the target price, helps get the internal approvals, co-develops and provides inputs to model / solution & provides content as is necessary
· Negotiates teaming agreements and prices with external partners. Negotiates MSA terms and conditions
· Effectively hands over the project to delivery for execution (in case of the won projects;(sales and delivery volume > 10mn € p.a.))
· Develops account plan, relationship map,Signs off on SOWs, submits invoices, follows up for payment release
· Hands over the account to the right person (mostly an Engagement Manager) at the right time based on guidance from the manager with the objective of coming up with a winning strategy to meet account 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 plan and ensuring account is moved from "hunt" to "farm" mode within the assigned set of accounts and within organizational policies and guidelines
Ideal Profile
Personality:
· Sense of humor, leadership skills, networking skills
· Confessed personality with strong, creative and entrepreneurial attitude with a feeling for finding deals within his client organizations
· Above-average self confidence with the ability to position himself at eye level of the top management of his customers
· Strong sales attitude with strong drive to the market / credible personality
· Charismatic personality with strong executive presence, excellent communication skills and top leadership qualities as well as social competences
· Ambitious and highly solution driven
· Sensibility and high empathy to be able to expand acceptance at clients
· Strong analytical and conceptual skills combined with pragmatism in order to be able to apply the own consulting portfolio and the specific service offerings in projects in a targeted and solution oriented way
· Highly motivated self-starter and team player with the ability to work under high pressure / stress firmness
· Readiness to travel
Educational Background:
Excellent Degree level with in-depth knowledge of technical processes and operating sequences in the Financial Services (e.g. Banking) environment; additional MBA and/or Ph.D. not mandatory but would be
a plus.
Professional Background:
· Minimum of 9 years of successful experience with working in complex consulting organizations (consulting firm with matrix organization)
· Experience in the German (Financial Services-) market, strong contact network within the Banking / Capital Markets Industry with proven track record in large-volume project sales
· Knowledge of business processes of the client and the underlying Economics of the industry, competitive dynamics
· Knowledge of outsourcing business, cost & 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 & contracting issues
· Develop a high level knowledge (including value proposition) of Infosys’ offerings
· 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
· Sound experience in taking an overall responsibility and leadership in large projects with demonstrated and reliable track record
· Authorization to work for any employer in the European Union
Language Skills:
Business fluent German and English language skills both oral and written Business fluent German and English
Perspective This role offers an excellent environment where successful
candidates have the opportunity to grow into a segment leader role being responsible for several Partners.
Infosys is a global technology services firm that defines, designs and delivers information technology enabled business solutions to its clients. Committed to delivering innovation, Infosys collaborates with its clients to help them become high-performance businesses and governments. With deep industry and business process expertise, broad global resources and a proven track record, Infosys can mobilize the right people, skills, and technologies to help clients improve their performance.
Throughout its “short” history, Infosys has expanded its offerings and capitalized on evolving management trends and technologies to benefit its clients. The company pioneered IT services, systems integration and business integration; led the deployment of enterprise resource planning, customer relationship management and electronic services; and has established itself as a leader in today’s global marketplace.
Infosys has been in Germany for more than 10 years and is recognized as a leading service provider for German companies.
Locations:
· Headquarters: Bangalore, India
· Offices in 30 Countries, 72 major cities
· Development Centers in Australia, Canada, China, India, Mexico, UK and USA
Facts & Figures:
· Revenue (LTM March 31, 2010): USD 4.804 Billion
· Num. of Employees: 110,000 +
· Num. of Clients: ~ 570
· Repeat Business: 97%
· Zero debt company
Corporate:
· Induction trainings for new employees
· Graduate IT hires in India undergo 6 months of classroom training before being assigned to projects
· Only 2% of applicants in India get hired by Infosys
· India’s biggest training facilities in Mysore
Infosys among world’s top 50 most respected companies:
· Infosys was ranked among the top 50 most respected companies in the world by Reputation Institute’s Global Reputation Pulse 2009.
· Ranked as one of the World’s Most Respected Companies by Financial Times-PwC
· BusinessWeek has listed Infosys amongst the 40 most innovative companies in the world
· Forrester labelled Infosys a Leader in Global IT Infrastructure Outsourcing
· The Business Today: Infosys ranked 1st in the category “The Best Companies to work for” in India
Using their industry and business-process knowledge, Infosys' service offering expertise and their insight into and access to existing and emerging technologies, they identify new business and technology trends and formulate and implement solutions for clients under demanding time constraints.
Specifically,Infosys helps its clients:
· Identify and enter new markets
· Increase revenues in existing markets
· Improve operational performance
· Deliver their products and services more effectively and efficiently
Infosys' business is structured around groups (Verticals),which together comprise 11 industry groups serving clients in every major industry. The industry focus gives Infosys' consultants an understanding of industry evolution, business issues and applicable technologies, enabling them to deliver innovative solutions tailored to each client or, as appropriate, morestandardized capabilities that they offer to multiple clients.
Infosys' “Business Strategy and Business Transformation Consulting” is separated in three groups, “Business Process Reengineering”, “Operations Consulting”, and “IT Strategy/CIO Services” to develop a full spectrum of services and solutions that address business opportunities and challenges common across industries.
The subject matter experts within these groups support the industry experts working within the operating groups. Client engagement teams typically consist of industry experts, capability specialists and professionals with local market knowledge. Professionals in the delivery centers, who capture replicable components of methodologies and technologies to create client solutions quickly, predictably and cost-effectively, complement Infosys' client teams.
q.v. http://www.infosys.com/
Organizational Inclusion
As a member of Infosys' Central Europe Financial Services Group, the Business Development Manager Banking & Capital Markets Germany (f/m) directly reports to the Country Manager Germany, Mr. Franz-Josef Schuermann and Mohit Joshi, Global Head of Sales & Marketing - Banking & Capital Markets, based in London.
Due to the high amount of travel involved with this role, office- and home-base in Germany is arbitrary but should be located close to an Infosys' office, preferably in the Eschborn.
Tasks Ideal candidate is well-known for his/her business development expertise in the sector of Banking and Capital Markets and is assigned the target accounts identified by the Head of Sales & Marketing, does customer profiling, account planning and sets revenue /margin targets by services line at the account level in order to come up with a winning strategy to meet account opening and revenue targets.
Following responsibilities arise from this role:
· Generates leads through – meetings / presentations at conferences, partner contacts, contacts in client organizations, news reports, analysts, deal consultants
·Does customer profiling, account planning and set revenue / margin targets by services line at the account level
· Creates and/or edit messaging around Infosys services and solutions as is necessary
· Identifies and secures meetings with the right contacts in the client organization; Anchors meetings and pursues any opportunities generated with the help of pre-sales, partner units and external partners
· Researches and provides analysis on all key accounts to attain an understanding of needs,develops organization charts / structures for all key accounts
· Identifies the right team internally and for meetings, identifies the right external partners (based on fitment, market presence, internal capabilities, price and prospect preference), Provides intelligence on competition, Figures out the target price, helps get the internal approvals, co-develops and provides inputs to model / solution & provides content as is necessary
· Negotiates teaming agreements and prices with external partners. Negotiates MSA terms and conditions
· Effectively hands over the project to delivery for execution (in case of the won projects;(sales and delivery volume > 10mn € p.a.))
· Develops account plan, relationship map,Signs off on SOWs, submits invoices, follows up for payment release
· Hands over the account to the right person (mostly an Engagement Manager) at the right time based on guidance from the manager with the objective of coming up with a winning strategy to meet account 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 plan and ensuring account is moved from "hunt" to "farm" mode within the assigned set of accounts and within organizational policies and guidelines
Ideal Profile
Personality:
· Sense of humor, leadership skills, networking skills
· Confessed personality with strong, creative and entrepreneurial attitude with a feeling for finding deals within his client organizations
· Above-average self confidence with the ability to position himself at eye level of the top management of his customers
· Strong sales attitude with strong drive to the market / credible personality
· Charismatic personality with strong executive presence, excellent communication skills and top leadership qualities as well as social competences
· Ambitious and highly solution driven
· Sensibility and high empathy to be able to expand acceptance at clients
· Strong analytical and conceptual skills combined with pragmatism in order to be able to apply the own consulting portfolio and the specific service offerings in projects in a targeted and solution oriented way
· Highly motivated self-starter and team player with the ability to work under high pressure / stress firmness
· Readiness to travel
Educational Background:
Excellent Degree level with in-depth knowledge of technical processes and operating sequences in the Financial Services (e.g. Banking) environment; additional MBA and/or Ph.D. not mandatory but would be
a plus.
Professional Background:
· Minimum of 9 years of successful experience with working in complex consulting organizations (consulting firm with matrix organization)
· Experience in the German (Financial Services-) market, strong contact network within the Banking / Capital Markets Industry with proven track record in large-volume project sales
· Knowledge of business processes of the client and the underlying Economics of the industry, competitive dynamics
· Knowledge of outsourcing business, cost & 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 & contracting issues
· Develop a high level knowledge (including value proposition) of Infosys’ offerings
· 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
· Sound experience in taking an overall responsibility and leadership in large projects with demonstrated and reliable track record
· Authorization to work for any employer in the European Union
Language Skills:
Business fluent German and English language skills both oral and written Business fluent German and English
Perspective This role offers an excellent environment where successful
candidates have the opportunity to grow into a segment leader role being responsible for several Partners.
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