Wipro Technologies - Head - Sales Strategy & Enablement

Sales Strategy and Enablement is a vital function with the key goals of increasing deal conversion by improving client engagements, driving organizational alignment, increasing sales pipeline acceleration and improving the overall efficiency and effectiveness of your salesforce.

The role will act as an integrating role between various sales and marketing areas, including sales operations, sales development/training, content marketing and field marketing. This position is responsible for leading the Sales Enablement initiatives for the Field Sales roles (named account managers, regional business managers, sales specialists and partner managers) to increase the sales productivity and support the sales force transformation.

Key responsibilities include:

- Lead the annual Go-to-Market planning process for all business lines.

- Develop and manage the 12-18 month Sales Enablement roadmap.

- Refine the sales management processes including key performance indicators and dashboards, pipeline management, and account and territory planning.

- Drive quarterly and annual operational and strategic sales reviews.

- Partner with senior sales leadership to identify opportunities for sales process and methodology improvement.

- Conduct an analysis of the current state of sales productivity in conjunction with Sales Operations.

- Establish metrics and objectives for sales enablement and make recommendations for increasing sales productivity.

- Map company’s sales process with our customer’s buying process to understand and enhance what skills, knowledge, process and tools are required by our salesforce to increase velocity and conversion rates at each stage in those processes.

- Conduct an analysis of current skills, processes, knowledge and processes to and work with the sales leadership team to identify strengths and areas for development.

- Implement the development, delivery and training of effective sales playbooks by Field Sales role in tight collaboration with Field Sales and sales operations.

- Help create a development program for frontline managers to ensure they have the skills, knowledge, processes and tools required to lead their sales teams effectively.

- Partner with sales leadership and HR to establish a sales competency and assessment framework to ensure that the needs of salespeople, and their managers, are met.

- Drive, in a measurable way, significant sales productivity increases for company’s Field Sales roles.

- Utilize and leverage sales technology tools for reporting and benchmarking.

- Participate in the selection and implementation/deployment of technologies to be used by the Field-force to increase efficiency and effectiveness.

Qualifications/Job Responsibilities:

- BS/BA Required. Masters or MBA degree preferred.

- Minimum of 18 years of sales/sales strategy/sales operations/sales enablement experience with Technology Services organizations.

Knowledge/Experience - 

- Direct Field Sales and Field Sales Management experience and proven track record required.

- Experience creating and implementing successful sales process/methodology initiatives.

- Experience building effective field sales on-boarding and sales training programs.

- Experience with CRM (such as Salesforce.com) and sales enablement platforms.

- Ability to create and track metrics which demonstrate constant increases in sales productivity.

Skill Areas:

- Strategic planning and thinking.

- Creative problem solving skills.

- Ability to break down complex problems in a simplified way.

- Creative thinking and ability to innovate.

- Ability to work cross-functionally for the greater good of the company.

- A passion for the profession of sales.

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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