Practitioner Sales

Req Id: 103688

City: Melbourne

State/Province: Victoria

Posting Start Date: 10/24/25

OVERVIEW

JOB TITLE

Practitioner Sales, Cybersecurity & Risk Services

DEPARTMENT

Cybersecurity & Risk Services Sales - A/NZ

LOCATION

Melbourne or Sydney

POSITION OVERVIEW

Responsible for positioning our Cybersecurity & Risk Services (CRS) portfolio with our C-Level client stakeholders and ensure that he/she aligns our CRS services offering with our clients' business requirements. The successful candidate will be responsible for being the cybersecurity trusted advisor to a portfolio of some of our largest clients and for the execution of our services lead strategy.

This role will lead the development and growth of profitable business relationships with new and existing clients. He or she is accountable for security services sales and will focus on supporting the A/NZ region through new client acquisitions.

The successful candidate will position Wipro CRS as the supplier of choice for Security Solutions, Managed Services, Consulting and Professional Services within the allocated client portfolio.

Responsible for all strategic market development activities related to the pre-defined clients portfolio (Competitive Analysis, Market Positioning, etc).

REPORTING STRUCTURE

REPORTS TO

Head of Cybersecurity & Risk Services Sales, Australia & New Zealand

DIRECT REPORTS

N/A

KEY JOB RESPONSIBILITIES

• Establish, develop and maintain relationships at an executive-level within a portfolio of allocated strategic clients

• Engage in all parts of the client's business and influence the client's key decision makers, typically at C-level

• Act as CRS's representative within specific client accounts, where a profitable relationship has been proactively established and requires to be maintained over time.

• Understand and stay current with industry business issues that clients face ( i.e Banking, Insurance)

• Effectively articulate and promote the CRS value propositions. Sell the business benefits at all client stakeholder levels.

• Identify new business opportunities and prepare detailed account development plans, engagement strategies and targets for each of the accounts within the assigned portfolio.

• Manage business performance of each account within the assigned portfolio through the attainment of monthly and annual sales & revenue metrics

• Have regular client meetings to maintain the visibility and presence of CRS and proactively seek new solutions for the client and regional industry events.

• Keep up-to-date with IT security trends.

• Participate in relevant market industry events

• Regularly engage with the hunting & marketing teams to increase pipeline and maximise our business exposure.

KEY SKILLS AND EXPERIENCE

• Proven success in a relevant role selling cybersecurity services (IDAM, InfraSec, DataSec, SOC)

• Excellent engagement and networking skills, comfortable and experienced working at C-level.

• Excellent communication skills, verbal and written, ability to create and deliver convincing arguments.

• Ability to identify and manage key decision makers.

• Desire to succeed in a quota driven sales environment for a high growth global company.

• Good knowledge of IT security systems and related business issues.

• Ability to manage within a defined sales process and forecast with precision.

• Superior time management skills.

• Strong track record in the IT security industry.

PERSON SPECIFICATION

• A dynamic self-starter driven by achievement
• A motivated professional who actively keeps up-to-date with development in the Cybersecurity industry.
• Bachelor Degree in IT/Cybersecurity and/or MBA is preferable
• Willing to travel within A/NZ as and when necessary.

Job Description:

Job Description

Role & Responsibilities

The role demands knowledge and experience of:

Financial - Qualify Leads and create appropriate funnel for horizontal Services in existing & new accounts in the region. -

Participate in Sales discussions/presentations for respective Services Selling. - Provide first-level solution creation in meetings with customers and prospects. -

Provide appropriate and customized value propositions.

Negotiate/Close in the sales cycle. Delivery/Customer Satisfaction - Conduct regular delivery reviews to prevent cost and schedule overruns with the delivery team to ensure high customer satisfaction. - Orchestrate internal resources in sales and delivery to give the customer an enhanced experience across touch-points.

Build a trusted group of reference-able customers who can vouch for Wipro.

Become a trusted IT advisor to the customer and participate in the customer's strategic planning. - Drive resource forecasting for the account from both confirmed opportunities as well as the opportunities in pipeline.

Offering/Competency Development - Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions. -

Showcase Wipro's solutions as a strategic fit for the customer organization through workshops, boot camps and strategy meets. -

Push for higher value/value added services and solutions to the customer in line with Wipro's offerings. - Exemplify Wipro leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers.

The Practitioner Sales (PR) is accountable for developing global accounts for the Service Line.
PR focuses on driving sales and revenue growth within a region across verticals. And works with a set of Enterprise Business Managers in a cross-functional manner to achieve Service Line targets.

Over 10-15 years of experience in Technology Sales • High-energy driven professionals with sound business acumen, strong technical aptitude with rich experience in selling IT solutions. • Ability to sell an evolving and expanding lineup of integrated products around Salesforce that scales to meet customer's need.

Strong Exposure to interacting with clients of all levels, in a variety of industries and across a broad geographical area. • Good Understanding of domain and Salesforce application & platform capabilities
Maintain active engagement with new and existing leads through creative follow-up communications designed to increase customer interest in salesforce product and solutions.

Collaborate closely with CEMs and Account Managers to build a pipeline across multiple product lines.

Must be creative, innovative and be able to work in a fast-paced environment with the ability to abstract detail into larger patterns, familiarity with user-centered analysis and evaluation techniques.
Excellent communication and presentation skills.

The career opportunity is with Wipro's Sales Group. The Practitioner Sales (PR) is accountable for developing global accounts for the Service Line. PR focuses on driving sales and revenue growth within a region across verticals. And works with a set of Enterprise Business Managers in a cross-functional manner to achieve Service Line targets.

Reinvent your world. We are building a modern Wipro. We are an end-to-end digital transformation partner with the boldest ambitions. To realize them, we need people inspired by reinvention. Of yourself, your career, and your skills. We want to see the constant evolution of our business and our industry. It has always been in our DNA - as the world around us changes, so do we. Join a business powered by purpose and a place that empowers you to design your own reinvention. Come to Wipro. Realize your ambitions.

Applications from people with disabilities are explicitly welcome.

Client-provided location(s): Melbourne, Australia

Job ID: Wipro-103688

Employment Type: OTHER

Posted: 2025-10-24T18:40:46