Job Description
Role Purpose
The purpose of the role is to grow business of a Practice/ Service Line in a territory by acquisition of new logos/ clients.
Do
- Provide inputs to and execute the hunting strategy for a Service line in assigned territory
- Define priorities and strategies to drive focus and achieve targets
- Understand the Practice/ SL strategy and the focus areas (big bets - Digital, Cloud, Cyber Security) and their application in own domain/ industry
- Interact with advisors and partners to understand and review the market dynamics across the assigned geography on trends, key developments, competitive intensity
- Review the top 50 accounts in the existing client base for business opportunities
- Identify new logos, MHAs, target customers, key leaders, opportunities and suitable offerings
- Prioritize target accounts to sharpen focus and drive business development
- Incorporate the Wipro strategic initiatives into the account strategy/plan
- Create Engagement Plan for target accounts with identification of entry strategies and strategic initiatives for the customers
- Review the competition offerings/ solutions in the domain in the assigned geographies and develop and execute a plan to eliminate potential adversaries and neutralize adversaries
- Develop the sales plan with quarter-on-quarter targets for the team
- Allocate targets to the team and monitor their progress on the achievement
- Conduct regular cadence call with the team to drive focus, resolve issues and course correct as required
- Define priorities and strategies to drive focus and achieve targets
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- Drive focus on revenue growth and management
- Identify and create new opportunities for growth in the account
- Qualify and prioritize the opportunities in the funnel
- Leverage differentiate value propositions to shape sales opportunities and drive for a higher share of client’s wallet
- Lead proposal development, negotiation and commercial terms for new opportunities
- Engage across multiple capabilities/ ecosystems and leverage Service Lines to structure the solution and the deal
- Engage with advisors to seek input and strengthen the deal with differentiated and value-added offerings
- Interact with client to keep them engaged in the development of the solution and the deal
- Lead sales pursuits to capture maximum share of revenues from emerging business opportunities
- Monitor and review the execution of deals in the vertical as per defined quality and process standards
- Drive profitable revenue growth to achieve agreed targets
- Drive and track revenue across stages from order booking to order fulfilment to invoicing to revenue realization for own vertical
- Proactively drive collections from the account as per cash-flow plan
- Develop, manage and leverage relationships and networks in the client segment for the Service Line/ GBL/ Practice
- Identify key stakeholders/ decision makers in client organization and industry and develop and strengthen relationships with them to become a trusted advisor for them
- Deepen and manage relationships and engagement across the multiple stakeholders such as Business / IT/ CXO/ Management/ Operations
- Maintain a relationship map and quality of relationship indicators across the account eco system
- Drive and attend Steering Committee meetings or Client Review meetings to regularly review project dashboards, discuss and resolve escalation points and course correct as required for high customer satisfaction and better quality of experience
- Identify partners and influencers across the geographies in own Vertical to build relationships and alliances with them to leverage their network and contacts to gain market intelligence and deeper access into client organization
- Network within Wipro to gain access to new contacts and deepen personal connects in client organization
- Build a trusted group of referenceable contacts who can vouch for Wipro
- Develop business by leading and driving pipeline development
- Execute the Engagement Plan for the target accounts
- Identify the program driver/ key stakeholder in the targeted client account
- Interact with advisors, partners and within Wipro to develop and leverage contacts with the relevant stakeholders in the client organization
- Conduct meetings with the relevant stakeholder in the client organization to present the proposition/ solution
- Leverage the advisors to understand other bidders in the deal and strengthen the Wipro proposition by partnering with the right advisors
- Execute the entry strategy by conducting workshops, presentation and executive meetings at client organization to shape their thinking around a potential opportunity and persuade them to initiate formal buying process
- Proactively identify large transformational opportunities and present Wipro solution as a strategic fit for the client organization
- Execute the Engagement Plan for the target accounts
- Leverage Service Line leadership and partner with alliance partners to conduct events, develop presentations or other materials to present solutions/ thought leadership in the vertical
- Influence the client stakeholder to initiate formal buying process
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