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About the Role
The Associate Practice Engagement Manager will drive Infosys' startup partnership and Go-to-Market strategy, owning a portfolio of startup accounts end-to-end. This role requires expertise in partnership development, market intelligence, and sales execution, with a strong understanding of AI and Agentic AI trends.
Responsibilities
- Perform competitive analysis for the segment across account portfolios.
- Collaborate with other ADS' to build a unified, segment-wide view across existing account portfolios.
- Partner with the UPAM team on sector-specific competitor analysis using outside sources.
- Proactively identify and pipeline new prospects within the startup ecosystem, with particular attention to AI-native and Agentic AI startups.
- Identify, evaluate, and onboard high-potential startups as strategic partners, aligned to Infosys' GTM priorities.
- Build and manage a portfolio of startup accounts, driving coordinated engagement across them.
- Design and execute GTM plans for startup partnerships, including joint value propositions, co-sell motions, and market positioning.
- Act as the primary relationship owner between Infosys and partner startups, ensuring alignment on commercial and strategic objectives.
- Stay current on AI industry trends to identify partnership and co-innovation opportunities.
- Own the pre-sales process for startup and multi-client opportunities.
- Drive the end-to-end sales cycle: prospecting, opportunity qualification, solutioning, proposal development, negotiation, and closure.
- Coordinate with delivery, domain, and technical teams to ensure pre-sales commitments translate into deliverable solutions.
- Track pipeline health, forecast accurately, and report on deal progression against sales targets.
Requirements
- Extensive experience with demonstrated exposure to startup ecosystems.
- Demonstrated exposure to partnership/alliance management.
- Demonstrated exposure to pre-sales or sales cycle ownership in a B2B/enterprise context.
- Working knowledge of AI/Generative AI/Agentic AI trends and their application in enterprise and startup GTM strategies is highly desirable.
Skills
- Presentation Skills
- Sales Planning
- Sales Execution
- Partner Ecosystem Development
- Prospecting & Lead Qualification
- Agentic AI / GenAI Fundamentals (understanding of AI agents, multi-agent orchestration, LLM-based automation, and emerging AI platform ecosystems)
- AI/GenAI Market Awareness (ability to evaluate startup AI capabilities and map them to client/enterprise use cases)
Experience Level
- Extensive experience
About the Company
- Infosys