ThePractitioner Sales Manageris accountable for sales and driving profitable growth in one or more customers for apracticeby developingand maintainingstrategic relationships.
1. Lead and manage business development strategy in the geography for a technology practice
a. Develop a deep understanding of the market and clients in the geography through - Client visits and engagements with advisors
b. Identify potential opportunities, offerings, leaders and initiate formal buying process
c. Develop and leverage professional and personal networks within the geography to gain market intelligence and industry trends
d. Develop the business strategy for the service line in the geography aligned to the overall strategy of the service line and Wipro
e. Participate in Sales discussions / presentations for respective Services Selling.
f. Provide appropriate and customized value propositions in both proactive and reactive sales
2. Drive focus on revenue growth and management
a. Drive profitable revenue growth to achieve agreed quarterly targets
b. Identify and create new opportunities for growth in the account
c. Leverage differentiated value propositions to shape sales opportunities
d. Lead sales pursuits to capture maximum share of revenues from emerging business opportunities
e. Close the maximum possible order bookings to secure future revenue streams
f. Leverage other Wipro Organizational Units to maximize revenue growth
g. Push for higher value services and solutions in line with Wipro’s value-added offerings
h. Lead proposal development, negotiation and commercial terms for new opportunities
i. Seek approvals for non-standard pricing, terms, and conditions
j. Communicate progress against account plan and other related developments to all relevant stakeholders
3. Develop, manage and leverage relationships in existing clients and accounts
a. Conduct regular delivery reviews for updates, project dashboard, escalation points and schedule overruns with the delivery team and client to ensure high client satisfaction and better quality of experience in SLA compliance
b. Orchestrate internal resources in sales and delivery to give the customer an enhanced experience across touch-points.
c. Build a trusted group of reference-able customers who can vouch for Wipro
d. Become a trusted IT advisor to the customer and participate in customer’s strategic planning.
e. Work closely with alliances and vertical sales lines for better outputs and growth
f. Identify partners and influencers in the geography to build relationships and alliances with them to leverage their network and contacts to gain deeper access into client organization
4. Drive and manage delivery led growth across projects in Service Line in own geography
a. Monitor and review delivery dashboards / MIS across SL to track progress and identify potential red flags
b. Along with global account team, making CP selling the technology practice
c. Showcase Wipro’s solutions as a strategic fit for the customer organisation through workshops, boot camps and strategy meets.
d. Oversee delivery of products and push for value added services and solutions to the customer in line with Wipro’s offerings.
e. Exemplify Wipro leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers
5. De velop competencies and solutions of the Service Line relevant to geography
a. Understand and analyze the market and client expectations to anticipate new competencies and solutions that may be required in the near future
b. Interact with the ecosystem / BU / leveraged leadership to identify the competency and solution gap as per client / market expectations
c. Provide inputs and support the ecosystem / BU / leveraged leadership to develop solutions / competencies as required by market either organically or by leveraging niche partners or startups in the geography
d. Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions.
e. Provide customer perspectives for developing new GTM solutions and positioning and presenting the same
f. Develop relevant case studies, proof of concepts and presentations to showcase solutions and competencies in the SL
g. Mentor and develop the team to structure deals, conduct negotiations, deepen relationships to enable business growth