Wipro Technologies - Practitioner Account Manager - Key Accounts

- The Practitioner Account Manager (PAM) is accountable for developing enterprise accounts for the Service Line. PAM focuses on driving sales and revenue growth within his set of identified accounts.. He has to work closely with the vertical account managers as well as practice pre sales and solutioning teams to deliver growth in his set of accounts.

The role demands knowledge and understanding of:

Financial -

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

- Participate in Sales discussions/presentations for Services Selling. Provide first-level solution creation in Services-related meetings with customers and prospects.

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

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 customer connect 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.

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

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

Experience required :

- Previous work experience in enterprise accounts and service sales experience is mandatory. Application services sales would be of advantage. Exposure to the identified accounts/ verticals would be of high advantage. Need around 10 years of relevant experience.

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