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Pratice Sales Director-Strategic Client Management

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1900002559 Requisition #
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Company Background:

Wipro Limited (NYSE: WIT, BSE: 507685, NSE: WIPRO) is a leading global information technology, consulting and business process services company. We harness the power of cognitive computing, hyper-automation, robotics, cloud, analytics and emerging technologies to help our clients adapt to the digital world and make them successful. A company recognized globally for its comprehensive portfolio of services, strong commitment to sustainability and good corporate citizenship, we have over 170,000 dedicated employees serving clients across six continents. Together, we discover ideas and connect the dots to build a better and a bold new future.


Wipro Industrial & Engineering Services (IES) - EngineeringNXT


Wipro’s Industrial & Engineering Services (IES) is the driver for our Engineering Services portfolio. IES facilitates over 500 clients across multiple industries / verticals with a platform to innovate and engineer products, platforms and technologies at scale. This platform of services offerings combines the maturity of engineering processes, the passion for latest technology and the access to a diverse ecosystem to deliver value to customers at various stages of the product or platform life cycle. This is termed as “Engineering NXT” by Wipro.


Over the past 4 decades, IES has created value with our engineering services offerings at numerous global corporations by engineering innovative customer experiences, personalizing products and technologies for new markets, integrating next-generation technologies, facilitating faster time to market and ensuring global product compliance. Today, with more than 400 patents, IES continues to deliver these services through its innovative solutions, engineering processes and delivery excellence across the spectrum covering connectivity (Wireless technologies), Cloud and Data Platforms, Systems Design, VLSI, next generation Software Development and Testing, EDS, PLM, IoT and Industry 4.0.




Position Summary:


This is a leadership role to lead a strategic account for IES in Software Product and Platforms segment in North America. The role entails providing business leadership, thought leadership, go-to-market strategies, maintaining key account relationships, and working with Solution & Delivery teams in key growth strategies for the account.



Position Responsibilities:


The person will have the following key responsibilities:

  • Will be responsible for driving the 360-degree relationship with strategic client including sell-to, partner solution engineering with customer, and sell-with of partner solutions.
  • Lead team (2 practitioner sales, 1 solution consultant, 1 pre-sales consultant, and delivery leaders) to identify and create strategic initiatives, and operating plans. Manage existing strategic customer engagements to ensure customer satisfaction. Develop and execute demand generation plan within the various business units of the client to drive sales growth.
  • Build thought leadership and brand awareness for Wipro’s Engineering services with the client through development of whitepapers, customer workshops, support for collateral development, and presentations in customer/industry forums.
  • Will be responsible for revenue and order booking goals. Compensation will be based on a base + variable pay. Variable play will be linked to the achievement of Order Booking/Revenue/Growth goals.


Professional Experience/Qualifications:

  • Ideal candidate will be a proven Sales Leader in the Product Engineering space in the Technology industry with the demonstrated ability to grow a $50+ Mn account at and above 20% YoY growth.
  • Experience in positioning digital engineering, native cloud product development, Cloud Ops, AI/ML, Data Platform offerings to Enterprise Software companies/ Cloud providers.
  • Alternatively, experience in the Enterprise Software Products Industry in product management and product development.
  • Good understanding of the customer challenges (technology and business model) in Cloud native products, SaaS hosted products, and on-prem software products across the entire product lifecycle (product engineering, product support, Cloud Ops)
  • Very good personal credibility and industry relationships.
  • The person will need to be a thought leader with flair for consultative selling. Ability to understand and conceptualize customer requirements and lead structuring of deals.
  • Ability to travel within Americas 20-30% of the time and occasional travel to India.
  • Ability to work and meet objectives with minimal direction and oversight.
  • Must have a working knowledge of off / on / near shore model
  • Outstanding communication (written and oral), collaboration, interpersonal and leadership skills

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