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Practice Sales Director-Software Products & Platforms

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1900002555 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:


Develop & grow the digital engineering business in Software Product and Platforms segment in North America. The role entails thought leadership, go-to-market strategies, maintaining key account relationships, and working with Solution & Delivery teams in key growth strategies.



Position Responsibilities:


The person will have the following key responsibilities:


  •     Will be responsible to drive Wipro’s Software Product and Platforms industry segment sales for Engineering NXT service offerings. In conjunction with the Industry sales team, identify and engage with new/existing potential clients.
  •      Work with internal teams to identify and create strategic initiatives, and operating plans. Develop and execute demand generation plan for the segment across both New logos and existing accounts. Manage existing strategic customer engagements to ensure customer satisfaction and sales growth. New logos include established software companies as well as fast growing SaaS companies. For new logos, develop and support focused sales campaigns including a variety of outbound marketing techniques.
  •         Develop and present proposals to support sales goals and objectives.
  •       Build thought leadership and brand awareness for Wipro’s Software Product and   Platforms group 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:

  • Experience in selling digital engineering, product development, product support offerings to Enterprise Software companies.
  • Alternatively, experience in the Enterprise Software Products Industry in product management and product development.
  • 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.
  • Outstanding communication (written and oral), collaboration, interpersonal and leadership skills
  • 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)
  • Must have a working knowledge of off / on / near shore model

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