The GAE is responsible for the growth and development of a key Tier1 global account of Wipro's Middle East business, taking ownership of sales, strategy, and delivery.
Key responsibilities will include:
- End to end management of the account and all executive relationships within it
- Management of the account P&L (greater than 50M USD)
- Leading an experienced sales team to achieve exponential account revenue growth targets
- Identifying, prioritizing and qualifying the sales of future services and large transformation projects
- Structure high value/ strategic & large deals ($100M+) for the account; Leverage the industry/ domain and technology knowledge to identify upcoming disruptions
- Developing strategies, tactics and leading change management for the account, with the aim of achieving exponential growth and share of wallet
- Manage the C-level relationships within the customer
- Be a trusted advisor and partner to the customer executive team
- Tracking and communicating status against defined goals and targets for client teams.
- Work with internal teams and external partners to further the account/sell new business
- Managing the complex operational activities on the account
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Job Description
The GAE is responsible for the growth and development of key Tier1 global accounts of Wipro's business, taking ownership of sales, strategy, and delivery.
Key responsibilities will include:
- End to end management of the account and all executive relationships within it
- Management of the account P&L (greater than 50M USD)
- Leading an experienced sales team to achieve exponential account revenue growth targets
- Identifying, prioritizing and qualifying the sales of future services and large transformation projects
- Structure high value/ strategic & large deals ($100M+) for the account; Leverage the industry/ domain and technology knowledge to identify upcoming disruptions
- Developing strategies, tactics and leading change management for the account, with the aim of achieving exponential growth and share of wallet
- Manage the C-level relationships within the customer
- Be a trusted advisor and partner to the customer executive team
- Tracking and communicating status against defined goals and targets for client teams.
- Work with internal teams and external partners to further the account/sell new business
- Managing the complex operational activities on the account
Requirements
- The ideal candidate will have experience as a Partner, VP or other executive level Account Executive for a major technology or consulting services firm. Additionally, the candidate should have the following qualifications:
- Deep knowledge of the Communications industry, competitors, future trends and offerings
- Extensive experience in dealing with C level executives in Communications firms
- Strong track record of selling large IT and management consulting services deals at the most senior levels in client organizations, having managed and grown a portfolio of at least 50M$
- Ability to generate and sustain high impact client relationships (within top tier firms) yielding a meaningful level of revenue/margin contribution
- Managing Strategic Projects and Complex RFPs
- Ability to think strategically and to assist in the organization and management of a multi-disciplinary team and the ability to cross-sell additional services to clients
- Experience with multi towered deals that include a variety of services, with a focus on Digital, Applications, Cloud, Analytics and other new age technology services.
- Experience of collaborative business practices. Global, multi-cultural experience with various offshore delivery models/strategies
- Strong executive presence and entrepreneurial spirit, with outstanding team building and collaborative skills
- A positive, results oriented style with the ability to establish immediate credibility among peers
- Strong interpersonal/communication skills with the professional staff, senior level executives, and the business community at large
- Ability and willingness to partner internally and externally to achieve the appropriate objectives for the client
Other Skills/Abilities
- Strong leadership skills
- Strong communication, presentation, writing and inter-personal skills are critical
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Wipro is committed to creating an accessible, supportive, and inclusive workplace. Reasonable accommodation will be provided to all applicants including persons with disabilities, throughout the recruitment and selection process. Accommodations must be communicated in advance of the application, where possible, and will be reviewed on an individual basis. Wipro provides equal opportunities to all and values diversity.