15/03 Ritu Bhargava
Recruitment Team at Wipro Limited

Views:550 Applications:52 Rec. Actions:Recruiter Actions:0

Wipro - Practitioner Sales Manager - Application Sales Group - Private Enterprise Business (10-15 yrs) Premium

Gurgaon/Gurugram Job Code: 675723

The career opportunity is with Wipro’s Application Sales Group (MAS) for the Private Enterprise Business (PRE) in the North and EAST. The Practitioner Sales Manager (PSM) will be responsible in driving the application business growth across OB and revenue for the private enterprise accounts (Manufacturing, Retail, Healthcare, Energy & Utility and IT/ITES) in the North and East. In this role, the PSM will work closely with the PRE-Cluster Head and MAS Sales Head. This is an IC role.


The Role demands knowledge and understanding of:


Farming/Account Mining


- Qualify and Generate Leads, create appropriate funnel for horizontal Services in existing & new accounts in the region.


- Experience of having sold into an existing account and the ability to scale that up to a high growth and RR (Run Rate) business. Demonstrated doing business in key Accounts in the Region with a good CXO Connect.


- To be able to monitor trends, market dynamics and incorporate into existing account strategy


- Demonstrated ability of having pitched in or sold digital deals in the past. Experience in TOS deals will be a clear advantage


- Ability to define an account strategy and drive a QoQ sales plan


- Demonstrated ability of negotiation with good hold of commercial constructs


- Provide appropriate and customized value propositions. Negotiate/Close in the sales cycle.


- Deep understanding of customer procurement and business processes and should be able to connect with CXO’s.


- Push for higher value/value added services and solutions to the customer in line with Wipro’s offerings


Experience Requirement - 


- Experience of selling AMS services both with COTS / Bespoke applications.


- Between 10-15 years of total experience with >=10 years of core quota carrying experience


- Having carried a quota of 3-4 M$ in the last role and having achieved quota YOY for the last 2 years


Travel Requirements


- Ability to travel at short requirements. 70% of travel is envisaged across the region


Others- 


- Ability to work collaboratively with pre-sales, finance and legal


- Good forecasting ability and funnel hygiene


- Qualify Leads and create appropriate funnel in the respective accounts


- Participate in Sales discussions/presentations for respective Services Selling.


- Provide first-level solution creation in meetings with customers and prospects.


- Provide appropriate and customized value propositions. Negotiate/Close in the sales cycle.


Delivery/Customer Satisfaction


- Conduct regular delivery reviews to prevent cost and schedule overruns with the delivery team to ensure high customer satisfaction.


- 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.


- Become a trusted IT advisor to the customer and participate in the customer’s strategic planning.


- Drive resource forecasting for the account from both confirmed opportunities as well as the opportunities in pipeline.


Offering/Competency Development


- 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 organization through workshops, boot camps and strategy meets.


- Exemplify Wipro leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers.


Wipro is an Equal Employment Opportunity employer and makes all employment and employment-related decisions without regard to a person's race, sex, national origin, ancestry, disability, sexual orientation, or any other status protected by applicable law


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