Associate Practice Engagement Manager - Digital… at Infosys · Tokyo

About Infosys: Infosys is a global leader in next-generation digital services and consulting. We enable clients in 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. Infosys has been recognized as a Top Employer across APAC — contributing to our sixth consecutive year of global certification. As an AI‑first organization, we empower our people to work on next‑generation technologies, continuously learn, and create impact at scale—supported by a culture rooted in care, inclusion, and excellence. ▶️Join Infosys and be part of a culture that’s not just promised—it’s certified. #TopEmployer2026 #ThriveAtInfosys

Role: Associate Practice Engagement Manager, DX Practice (Digital Experience) Location: Japan (Tokyo Office) Based on your role, please note that this position may require on-site presence at Infosys premises and/or client locations. Work location and on-site expectations will depend on projsect scope, phase, and business needs at the time of allocation, with flexibility governed by business and client requirements

Job Summary: 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.

Key Responsibilities:

1. 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.
2. 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.
3. 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.
4. 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.
5. Opportunity Identification and Qualification Review identified opportunities and plans, qualify them, and ensure a healthy pipeline across service offerings through regular reviews.
6. 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.
7. 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.
8. 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.
9. Account Planning and Review Review account plans and execution to ensure planned growth in revenue, margin, and utilization.
10. 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.
11. 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.
12. 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.

Required 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.
• We are seeking candidates who are fluent in Japanese (spoken and written) to effectively communicate with clients and stakeholders. Proficiency in Japanese is essential for this role
• Candidates who are authorized to work in Japan are encouraged to apply. We are unable to sponsor at this time

Preferred Qualifications:

• Over 5 years of sales experience in DX applications (digital marketing, SAP commerce, interaction) and technology services.
• Experience in any one of the platforms/similar platforms is good to have:
• Adobe Experience Studio, SAP Commerce, Adobe commerce, Salesforce commerce, Shopify, marketing/DCM(digital contents management),Sitecore, Opentext, Documentum
• Experience in Customer Experience (CX) / User Experience (UX) is preferred
• Experience in Digital Marketing / MarTech -Adobe Experience Cloud, Salesforce Marketing Cloud, is preferred
• Excellent verbal and written communication skills in both Japanese (atleast 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.

募集職種：アソシエイト・プラクティス・エンゲージメント・マネージャー（DXプラクティス：デジタルトランスフォーメーション） 勤務地： 日本（東京オフィス） 職務概要: 日本市場におけるデジタルエクスペリエンス（DX）プロジェクトの営業計画および実行の全工程に貢献していただきます。 主な業務は、市場・セグメント・競合分析、営業計画やアカウントプランの作成・改善、目標とするアカウントリストや営業パイプラインの策定です。 進捗管理、案件の定期的な精査、提案書作成のための適切なチームの動員、交渉支援、チームパフォーマンスのレビュー、ポジショニングや営業プロセスの指導、主要イベントへの参加、そして収益・利益率・売上・稼働率など地域目標の達成です。 必要に応じて、弊社サービスやソリューションに関するメッセージの作成・編集を、社内ポリシーに沿って行う場合があります。

主な職務内容：

1.      ビジネス計画（地域レベル）
   

事業開発および営業担当マネージャーから報告された収益・利益率を集計し、地域目標と比較して現実的な予測を提示 市場・セグメント分析を通じてニーズやサービス、ソリューションを特定し、地域責任者の目標設定を支援 2. 営業計画とレビュー 営業計画を策定し、営業チームや地域責任者、HBUパートナーとレビューを実施。 営業パイプラインや目標とするアカウントリスト（TAL）の作成・承認、パイプラインの形状・規模・速度を評価し、月次レビューで目標達成を確認 3. 市場開拓 主要イベントやカンファレンスで経営陣を代表し、顧客への影響力を与え、業界リファレンス、アナリストリファレンス、アナリストリファレンス、事例研究、共同ウェビナーや協同プレゼンを通じてリーダーシップを発揮。 イベント/スポンサーシップ情報を企業マーケティング部門に提供し、メッセージ作成に貢献 イベントROIを最大化し、既存アカウント外での収益成長を支援 4. 顧客プロスペクティング（潜在顧客の特定とアプローチ） 営業計画が見込みやリード獲得を十分にカバーしているか確認し、パイプラインレビューやフォローアップを実施 案件を精査し、外部パートナーや経営陣による追求を可能にする 5. 案件特定と精査 特定された案件や計画をレビューし、健全なパイプラインを維持するため定期的に精査 6. 提案書作成 提案書作成に適切なチーム（外部パートナー含む）を特定 競合情報を提供し、社内承認を支援、勝てる提案書になるようレビューを実施 7. 提案交渉とクロージング 見込み顧客との会議に経営陣として参加し、必要に応じてリーダーシップへエスカレーション。適切なチームを特定し、商業交渉を実施して契約を締結 8. 契約およびMSA MSAアカウントを支援し、弊社を戦略的パートナーとして位置付け長期的な顧客関係構築のため、MSA交渉に参加する場合あり 9. アカウント計画とレビュー アカウントプランと実行状況をレビューし、収益・利益率・稼働率の成長を確保 10. アカウントマイニング（既存顧客の中でのビジネス機会の発掘） 弊社を戦略的かつ信頼できるパートナーとして位置付け、社内調整を支援。ビジネスプランをレビューし、アカウント成長を確保。ハンティング（ 新規顧客の獲得）からファーミング（既存顧客の関係維持）への移行を指導し、適切なタイミングでエンゲージメントマネージャーへ引き継ぎ 11. アカウント運営 社内エスカレーションのフォローアップ、収益漏れの最小化、顧客満足度の向上。定期レビューを実施し、営業プロセスの遵守を確保。地域責任者とのレビューをスケジュールし、主要案件・パイプライン・アカウントに関するデータ駆動型の意思決定を推進 12. 関係性の管理 営業・事業開発マネージャーを支援し、社内の合意形成を促進。第一エスカレーションポイントとして対応し、顧客会議に参加、関係性レビューを主導し、顧客満足度最大化に貢献

応募資格: • 学士、または認定機関で求められる学士相当の資格 ※代替として、関連業務経験3年以上も考慮 • IT業界での経験10年以上 • クライアントやステークホルダーとの効果的なコミュニケーションのため、日本語の流暢さ（読み書き）は必須 • 日本国内で就労可能な方。 現在、就労ビザのスポンサーは行っておりません。

歓迎要件 • DXアプリケーション（デジタルマーケティング、SAPコマース、インタラクション）およびテクノロジーサービスにおける営業経験が5年以上 • 以下のいずれかのプラットフォームまたは同様のプラットフォームの経験がある方歓迎： • Adobe Experience Studio、SAP Commerce、Adobe Commerce、Salesforce Commerce、Shopify、マーケティング/DCM（デジタルコンテンツ管理）、Sitecore、Opentext、Documentum（必須） • CX（顧客体験）/UX（ユーザー体験）経験 • デジタルマーケティング/MarTech（Adobe Experience Cloud、Salesforce Marketing Cloud）の経験 • 日本語（JLPT N2以上）および英語での優れたコミュニケーション能力（口頭・書面） • 必要に応じて国内出張が可能な方 • 多様なステークホルダーと協働できるチーム環境での業務能力 • グローバルデリバリー環境での業務経験と意欲

In addition to compensation aligned with your role, you’ll have access to a wide range of benefits that support your health, career growth, and overall well-being (JAPAN)

• Term Life Insurance
• Referral Bonus Programs
• Year‑End Tax Support
• Paid annual leave and bereavement Leave and Statutory Holidays
• Short Working Hours for employees with caregiving responsibilities.
• Statutory Social Insurance: Welfare Pension, Unemployment Insurance, Health Insurance, Nursing Care Insurance and Worker’s Compensation Insurance
• Health & Wellbeing support: Annual Health Checks with partial cost reimbursement, Stress Checks & Industrial Physician support
• Employee Engagement and Wellbeing: Employee Events, Wellbeing Programs, Reward & Recognition
• Workplace Amenities: On‑site amenities include complimentary beverages.

Our recruitment and selection process is designed to create the best match for both you and Infosys. Depending on the role, it may include an initial screening, technical or functional interviews, and conversations focused on cultural alignment and shared values. We are committed to making the experience transparent, respectful, and engaging at every step. Here from our recruiter on their experience working with Infosys as an Employer

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 either via the following email Infy_REC_Helpdesk@infosys.com or call 1-866-472-0935. Alternatively, you can include your preferred method of communication in email, and someone will be in touch.

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.

“All aspects of employment at Infosys are based on merit, competence and performance. We are committed to embracing diversity and creating an inclusive environment for all employees. Infosys is proud to be an equal opportunity employer.”