Senior Business Development Executive (Insurance)

Role - Insurance, New Business Development/ Hunter

Location: Major metro areas, USA

Wipro Limited is a leading global information technology, consulting and business process services company. We harness the power of cognitive computing, hyper-automation, robotics, cloud, analytics and emerging technologies to help our clients adapt to the digital world and make them successful. A company recognized globally for its comprehensive portfolio of services, strong commitment to sustainability and good corporate citizenship, we have over 190,000 dedicated employees serving clients across six continents. Together, we discover ideas and connect the dots to build a better and a bold new future.

As a Hunter in the Insurance Sector, you will be part of a team of elite Leaders responsible for bringing in new logos, accelerating growth of the sector and the organization. Disruptions in the business landscape and the impact of technology are compelling insurance carriers to shift to innovative business models, while delivering superior experience with agility. Wipro has created robust capabilities through investments in emerging technology products and by leveraging crowdsourcing platforms such as TopCoder, service design innovation through Designit, partnerships with emerging fintech players, and innovation labs across the globe. The Hunter is a strategic sales lead and is responsible for taking Wipro's multi fold offerings to the industry at large, across the Geography.

• Insurance: New business development activities through direct sales in the three areas listed above: COTS Product Implementation and support, Persona Based Digital Transformation, and Traditional New Client Hunting.
• Developing strong relationships with the customer leading to deep understanding of their products and long-term business strategies.
• Supporting development and implementing sales strategy.
• Building and maintaining a network of public and private customer contacts and partners in the region.
• Own and periodically review the accounts receivable status from the new accounts as per the cash-flow plan.
• Drive increase in deal signing margins through consultative selling, single source deals and a coordinated sales strategy.
• Increase market share and also share of wallet of the account with the customer.

• Orchestrate internal resources in sales and delivery to give the customer an enhanced experience across touch-points.
• Build a trusted group of reference-able customers who can vouch for Wipro.
• Ensure a smooth hand-off of all new accounts to the account management teams.
• Drive resource forecasting for the account from both confirmed opportunities as well as the opportunities in pipeline.

• Insurance experience required, preferably deep Property and Casualty experience.
• Experience selling/implementing COTS insurance products such as Duck Creek, Origami Risk, Socotra, and others.
• Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions.
• Showcase Wipro's solutions as a strategic fit for the customer organisation through workshops, boot camps and strategy meets.
• Push for higher value/value added services and solutions to the customer in line with Wipro's offerings.
• Capture and create integrated opportunities with end-to-end solution delivery requirements.
• Exemplify Wipro leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers.
• Drive implementation of sales process and CRM.
• Sales process adherence: Account plan, Reviews, Estimation, opportunity update, etc.

• COTS Product Implementation and support - Wipro recently made an investment in a company called Aggne. Aggne specializes in the implementation of COTS products such as Duck Creek, Origami Risk, Socotra, and others. Besides targeting brand new clients, this person will also look within the existing portfolio of clients to help look for opportunities to leverage Aggne's capacilities.
• Persona Based Digital transformation - Wipro has partnered with one of the leading software providers in the Insurance space. This software provider offers a product that helps accelerate the implementation of transformative persona based digital experiences.
• Traditional New Client Hunting - This person will have a target list of clients to focus on bringing the broad capabilities Wipro has to offer to help solve the clients business needs.
• You will be challenged with exceeding targets, improving win rates and accelerating revenue by developing winning strategies, shaping and qualifying transformational opportunities, creating an excellent customer experience, leveraging ecosystem partners, shaping differentiated value propositions and managing an efficient commercial contracting process.