VICE PRESIDENT OF INTERCO SALES

Job Description

Job Description

JOB SUMMARY

The Vice President reports to the Kaleidoscope Innovation CEO.

The Vice President of InterCompany Sales (VP) will lead the team that is responsible for developing new business and expanding existing business within both existing and new accounts, while leveraging Kaleidoscope and Infosys teams. The VP originates and closes major strategic opportunities, builds and leads a dedicated intercompany sales team, and owns growth of Infosys-delivered revenue. The VP will be responsible for guiding Kaleidoscope’s AI strategy as it relates to product development methods and collaboration with Infosys Delivery. 

PRINCIPAL DUTIES & RESPONSIBILITIES

 

1.

Direct InterCompany (InterCo) Business Development and Relationship Management (70%)

• Primary Responsibility: grow InterCo revenues with Infosys collaboration. This can be achieved by leveraging Infosys MSAs with clients or by winning and delivering.
• Responsible for developing new business and expanding existing business across Consultancy and Onsite service lines within Kaleidoscope 
• Produce and deliver sales proposals and presentations that exemplify Kaleidoscope’s unique capabilities and DNA
• Proactively seek, develop, qualify new business opportunities. Prioritize intercompany business selling Kaleidoscope product development services through the Infosys sales channel. Establishing Direct Clients outside of Infosys and selling Infosys services to existing Kaleidoscope Direct Clients shall be done in concert with the head of Direct Business Development
• Educate new and current clients by promoting the extensive service offerings of Kaleidoscope, including the Consultancy, Onsite Services, Advanced Prototyping, Infosys Engineering Services and any future divisions that Kaleidoscope establishes.
• With assistance from the broader Kaleidoscope team, present the company's services, assist with Requests for Proposals (RFP)/Quotes, push for new business opportunities and grow the overall book of business 
• Build and maintain trusted relationships with client stakeholders and decision-makers.
• Grow accounts, relationships and services expansions through long-term partnerships.

2.

Leadership and AI Strategy (25%)

• Establish and manage a team for InterCo sales; manage this team for maximum performance. This includes hiring and managing sales representatives as employees of Kaleidoscope as well as coordinating Infosys sales team members on behalf of and in concert with the Kaleidoscope leadership team
• Manage Kaleidoscope’s InterCo sales process and ensure all stakeholders are aligned
• Ensure that account managers and sales team members have all resources needed to meet annual sales targets
• Manage the account management teams individual and group performance, including training, guiding, correcting behaviors and practices that lead to successful business development and revenue-generating outcomes
• Manage Kaleidoscope relationships with Infosys CSGs and MCOs: educate these partners on Kaleidoscope capabilities and lead efforts to expand on existing business
• Educate Kaleidoscope Sales and Delivery teams on Infosys capabilities, particularly Engineering Services. Act as advocate for bringing Infosys into Kaleidoscope delivery programs, primarily seeking advanced engineering capabilities, more effective delivery models, and integrating hardware and software product development 
• AI Strategy: build on and accelerate the work Kaleidoscope’s AI Committee has established:
  • Educate Kaleidoscope management teams and delivery leaders on AI tools accessible to Infosys
  • Leverage Infosys AI leadership to shape a comprehensive AI toolset specifically developed for Product Development and Engineering R&D Services
  • Support business development efforts to integrate AI services into all projects; collaborate with Heads of Consultancy and Onsite Services Business Development to align all sales efforts
• Identify gaps or opportunities for team and market expansion: define the requirements for successful sales alignment to Kaleidoscope’s strategy and then recruit and onboard new members of the sales team 
• Work with InterCo Sales team members to understand their professional growth plan and develop opportunities to assist team members with achieving professional goals
• Hold the InterCo sales team accountable for revenue generation targets and support them in reaching those goals
• Lead the sales team’s collaboration with all other teams across Kaleidoscope. Especially ensure the Delivery and PMO teams are aligned with Sales goals and process; revise processes as necessary.

3.

Reporting/Administrative (5%)

• Support the maintenance of accurate CRM data and forecasting discipline.
• Oversee InterCo revenue data accuracy:
  • Minimize delays in revenue recognition
  • Coordinate Kaleidoscope Operations, Accounting, Sales, and Project Management with Infosys Operations, Finance, and Engineering Services Delivery to ensure MIS data is aligned for accurate reporting
• Track pipeline progress and provide regular performance reporting of portfolio responsibilities.
• Support CEO’s financial planning activities on a weekly, monthly, quarterly, and annual basis, including providing accurate estimates of revenue expectations and the timing thereof.

QUALIFICATIONS

Education/Experience

• Knowledge and skills at a level normally acquired through the completion of a Bachelor’s degree in sales, engineering, business or related fields.
• 15+ years experience identifying prospective clients and establishing contacts

 

Licenses/Credentials/Certifications

• Previous direct leadership experience and a proven record of involvement in sales excellence

Skills/Specialized Knowledge/Abilities

• Utilizes negotiation and conflict resolution skills
• Practices exceptional active listening and inquiry required of sales professionals and senior leadership
• Displays professional presentation, communication and writing skills (responds to RFP’s and develops proposals)
• Organizational skills; able to set priorities while being responsive to business partners and client requests
• Drives and maintains client relationships (requires empathetic listening, strategic thinking and effective story telling)
• Prioritizes and completes tasks in order to deliver desired outcomes within allotted time frames
• Works collaboratively with colleagues and clients
• Critical thinker demonstrated by checking thinking for clarity, accuracy, precision, relevance, depth, breadth, significance, logic, and fairness
• Manages time / client relationships / targets while achieving quarterly and annual revenue contribution goals
• Remains motivated to accomplish goals in the face of obstacles or adversity
• Create empathy with new prospects while developing a consultative relationship
• Understands the needs and desires of prospective clients and uses this knowledge to help them sustain an emotional connection and motivate them to take action
• Handles sensitive information and maintain highest level of confidentiality

WORKING CONDITIONS

Tools and Equipment Used

• Personal computer, copier, fax, phone, and other typical office equipment

 

Travel

• Heavy: up to 50% of the time

Physical & Mental Demands

• Frequently required to sit at a desk/workstation for long period of time
• Ability to work at a computer terminal for extended periods of time
• Digital dexterity and hand/eye coordination in operation of office equipment
• Light lifting and carrying of supplies, files, etc.
• Ability to speak to and hear clients/employees via phone or in person
• Body motor skills sufficient to enable incumbent to move around the office environment and/or to and from client operations and within multi-office locations
• Ability to analyze unique situations and develop appropriate response
• Additional Physical Requirements: file, speak, write, hear, read, type, see
• Additional Mental Requirements: compare, decide, direct, problem solve, analyze, instruct, interpret

 

Environment

• Work typically performed in an office setting.
• Frequently travel by car, train, or plane.