Wipro - Lead Sales Process Owner/Sales Excellence Head

The Lead Sales Process Owners manages the design and integration of enterprise-wide sales processes in 1-2 sales excellence core process areas: Opportunity Management, Solution Engineering, Account Growth Management, Delivery Engagement, Sales Planning, Sales Operations, Market Creation, Personal Relationship Building and Sales Team Building. Published processes are based on proven right-practices that integrate into the Wipro Selling System in the relevant core areas. The person leads virtual teams of subject matter experts who are responsible for process identification, design, definition, piloting & validation, deployment, adoption, continuous improvement, and the measurement of effectiveness and improvements (both continuous and breakthrough). The person further interacts with senior management to understand internal business requirements and with third parties and peer communities to gain insight in external best practices.

Key Sales Process Areas - Account Growth Management

The Lead Sales Process Owner will:

- Act as the functional authority for all sales processes related Account Growth Management and New Client Acquisition

- Be the thought leader for driving enhancement and deployment of all areas related to Account Planning / Management / Execution / Governance

- Interface with senior BU Executives, Strategy Office leaders, SE SPOCs, Account Owners (existing and target accounts), ADHs / VDHs, Alliance

Managers, and COO/CEO

The Lead Sales Process Owner will drive some major enhancement & deployment projects such as:

- Account Governance Framework

- Account Management Structure

- Joint Account Planning with Customers, incl. rolling quarterly Account Planning

- Quarterly Account Reviews (Existing Accounts / Hunting Accounts)

The Lead Sales Process Owner will further

- Ensure that the Account Growth Management processes are fully documented in the Wipro Selling System wiki

- Ensure institutionalization of all Account Growth Management processes

- Represent Wipro in external customer and partner meetings as a domain expert

The Lead Sales Process Owner for the Account Growth Management key process area must be an expert in Strategic Account Management, which includes Customer Entry & Growth Strategies, Customer Account Governance, Customer Relationship Management, Account Review

Management

Strategize

- Review and strategize the Process Model in the context of the business scenarios

- Induct and manage a Process Designer in the Account Growth Management Process Area

- Build and maintain the Strat / Ops / Program Plans for the relevant process area

- Define Process goals and adoption metrics

- Define the Change Management process

- Approve any changes to the Processes within the Process area

- Adopt the Process Design methodology (Meta-Process) for the Process area

Design

- Identify process scope and document requirements

- Capture and actively guide the design and development of the standard processes

- Ensure integration of new processes into the Wipro Selling System

- Proactively engage with the Audit and Compliance Function to ensure that any designed processes will comply with relevant external models.

- Document process in Wipro Selling System wiki

- Socialize and validate with Process Design Council (for relevant area)

- Design and develop tools and templates

- Incrementally pilot and test

- Develop training and coaching material

- Drive creation of digitization requirements for systems and reports based on process/tool design

Deploy

- Define Organizational Deployment Plan

- Engage with end-user communities and SE SPOCs to understand the voice of customer

- Ensure Integration into unit-level GSE Program Plans

- Train the Deployment Leads

- Oversee deployment and adoption of the new processes

- Respond to feedback

Measure

- Identify lead and lag measures (activity metrics, sales objectives, business results) for monitoring process performance

- Integrate data collection within the Process

- Design and deploy measurement reporting tools

- Analyze the performance measures and identify improvement areas / gaps

Essential Skills, Experience and Attributes for the role:

- Post-graduate Master's Degree

- Recognized reputation as a global thought leader in relevant process areas

- Consulting background in a major consulting firm

- Proven ability to drive organizational transformation in a complex sales environment

- At least 5 years of hands-on management experience in the sales process area

- Process and framework design competencies

- Certified business/performance excellence competency, based on methodologies such as Malcolm Baldrige, Deming, EFQM

- Minimum of 10 years hands-on experience in sales of IT-enabled enterprise solutions

- Minimum of 3 years- experience with remote delivery of outsourcing services

- Minimum 3 years of global/multi-cultural experience in each geography (Americas, Europe, and Asia)

- Process Design team building - Nurture & mentor a small team of process design professionals

- Minimum of 2 years- experience in coaching teams and business unit leaders

- Proven ability to work in a collaborative environment

- Strong written & verbal communication, technical, and executive relationship building skills

- Willingness to travel (international) - the position may involve 1 trip per quarter.

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