Practitioner Sales

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Digital Operations and Platforms (DOPS) Sales Practitioner

Key responsibilities:

Key Accountabilities:

Closing Sales - The main responsibility and focus of the role will be the growth of our DOP business within the region. Specifically, win new deals in customer account per pre agreed targets.
Sales Plan Creation - A critical early task will be developing and executing growth plan for identified verticals.
Pipeline Management - Among the critical tasks likely be featured in the sales plans, are developing opportunity pipeline, qualifying high priority deals and winning new business in line with agreed targets.
Demand Generation - To work with DOP and extended regional teams to identify prospects, create marketing plans and take responsibility to engage new clients in conversation
Proposal Development - Understand customer needs and translate them into winning proposals for Wipro and its customer in partnership with the presales and solution teams
DOP Solution Development Oversight - As a pursuit leader, partner with DOP solution architects, delivery teams and other horizontal practices to create effective deal solutions.
Deal Shaping / Pricing Development - Develop creative deal shapes, commercial structures and pricing proposals as part of a winning sales pursuit. Work closely with the business unit and regional Finance teams
Market Intelligence - Provide competitive intelligence associated with market pricing and specific competitor strengths, weaknesses, tactics, etc.
Marketing - Leverage Wipro as marketing organization and capabilities to create innovative marketing activities targeted for specific sales opportunities and general local market brand building.
C-Level Client Relationship Building - Build relationships across CXO levels in client organizations and developing executive level relationships.
Regular Third-Party Intermediary Interaction - Participate in industry 3rd party seminars, meetings, analyst forums, Wipro capability presentations, etc. to develop deeper industry connects in relation to our clients and key local BPO intermediaries.
Renewal deals in the industry - Build relationships with the potential customers by working with Market teams. Build disruptive propositions to hunt and win these businesses in the industry

Desired Skills:

Key Competencies:

BPO - Deep understanding of Digital Operations/DOP and able to engage C-level executives in detailed BPO deal, solution, transition, and transformation shaping discussions.
BPO Solution Development - Experience in developing BPO solutions ground up, in partnership with different stakeholders within an organisation.
Hands on participation in solution and content development.
Ability to lead and work in diverse, multi-functional teams.
Industry Experience - Demonstrated ability to understand business process challenges in one or more of our key industries and translating the needs in developing compelling business process solutions with a strong focus on technology-enabled process delivery.
Global Experience - Significant international experience required including being conversant in global service delivery models - both shared services and BPO.
Verbal Communication Skills - Excellent public speaking and presentation skills including the ability to convey a set of complex and detailed deal elements in a compelling, engaging, and easy to understand manner suitable for C-level buyers.
Written Communication Skills - Ability to create compelling sales story lines and PowerPoint decks for presentation to C-level executives.
Approach to Work - Possess the innate ability to thrive in a fast-paced, client-focused, changing environment and work independently in a self-directed manner.
Demonstrable experience in Sales and Business development working for a blue chip BPO company is essential.
Past experience in leading and closing large deals.
Experienced in Finance and accounting, Procurement, HR, Order management operations.

Knowledge:

Global Business Services - Client-facing GBS project experience is preferred.
Technology - Understanding of technology solutions is required, especially how it affect business and operations.
Professional Contacts - Existing strong relationships with third party advisors, industry analyst, and potential C-level buyers is preferred.
Matrixed Organization - Experience working in a highly matrixed organization is preferred.
Virtual Work Environment - Experience working in a virtual home / office work environment is preferred.

Qualifications:

Degrees: CPA, MBA, or advanced degree in related field is desired but not essential.

Languages Skills: Proficient in English