Wipro Technologies - Practitioner Sales Manager - Conglomerates Business - BAS Sales Group

The career opportunity is with Wipro's BAS Sales Group for the conglomerates business. Specifically, conglomerates are Mega accounts having multiple businesses and senior and complex stake holder ecosystem.

- The Practitioner Sales Manager (PSM) will be accountable for developing one or two conglomerates for the BAS Service Line focusing on driving the application business OB (Order Book) growth within the account. In this role, the PSM will work closely with the Wipro CEM/ CED (Client Engagement Manager / Director) and his team. This is a Senior IC role with a dual reporting to the Account CEM and the India Head of BAS Sales

The Role demands knowledge and understanding of:

- Large Account Management

- Experience in managing a conglomerate account or large accounts with multiple stakeholders and reporting structures

- Ability to map key stakeholders to the Wipro ecosystem and drive a relationship cadence. Successful demonstration of such

ability in the past

- Ability to drive funnel growth exponentially within the account. Being seen as a business enabler within the client's IT organization and a technology enabler within the client's business organization. Display of a mature and business led thinking

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

- Ability to understand group business themes and understand stakeholder interest

- Ability to translate business themes into technology road maps

Sales -

Experience of having sold into a conglomerate account

- Having a CXO rolodex and demonstrated ability of driving business specific themes

- Ability to negotiate on solid techno commercial terms. Familiarity with common T&C- s

- 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

Experience Requirement:

- Experience with SAP & / Oracle / SFDC / Microsoft/ COTS / Bespoke and AMS services

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

- Experience of having managed one large conglomerate account in India

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

Travel Requirements -

- Ability to travel at short requirements. 60%- 70% of travel is envisaged

Others -

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

- Financially savvy and fluency with CRM systems

- Good forecasting ability and funnel hygiene

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