Practitioner Sales - DOP

Digital Operations and Platforms (DOPS) Sales Practitioner

Key responsibilities:

• 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

• 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.

• 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.