Strategic Pursuit Lead (M/ F/ D)
Disciplinary Manager - Parijat Saurabh
Location (City) - Frankfurt, Germany
Company unit (Wipro GmbH) - W0024
Business Unit - SMU Europe
Wipro Limited (NYSE: WIT, BSE: 507685, NSE: WIPRO) is a leading technology services and consulting company focused on building innovative solutions that address clients' most complex digital transformation needs. We leverage our holistic portfolio of capabilities in consulting, design, engineering, operations, and emerging technologies to help clients realize their boldest ambitions and build future-ready, sustainable businesses. A company recognized globally for its comprehensive portfolio of services, strong commitment to sustainability and good corporate citizenship, we have over 245,000 dedicated employees serving clients across 65 countries. We deliver on the promise of helping our customers, colleagues, and communities thrive in an ever-changing world.
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- Support Business Development Heads, Sector Heads and Country Head in proposal development, negotiation, and commercial terms for large deals
- Proactively identify deals coming up for renewal / new deals through diverse channels. Work with account sales teams to develop transformational deal strategies to displace competition
- Shape single sourced, proactive deals across Hunting and Farming accounts. Formulate a deal strategy and win theme - differentiate the solution from competition to fulfil the client's business transformation objective. This objective could include buyouts, people transfer, forging partnerships etc
- Leverage Wipro partnerships, Joint ventures, advisor relations to support the solution design
- Design and staff the core deal team with the right skills and competencies
- Drive content and solutions for transformation deals in the SMU
- Bring the best in Wipro in front of the customer
- Ensure adherence to Large Deal sales process
- Lead and manage the Large Deal pursuit global teams
- Nurture talent in the team and build a best-in-class team
Qualifications
- Large Deals - proven track record of having led multiple large deals (TCV $100m+) as a Strategic Pursuit Lead / Deal Maker
- Sales & Business Development - should have extensive business development and customer relationship experience. Should have built strategic relationships with CXOs
- Strategic thinking - big picture orientation and ability to build effective strategies to drive growth faster than market
- Business & leadership skills - ability to drive & lead strategic execution, manage change, build relationships with clients & partners, motivate global teams & achieve results
- Thought Leadership - ability to converse with industry leaders & analysts and formulate POV on trends and proactively propose solutions, investment decisions, etc
- Personal Drive - entrepreneurial drive with a can-do attitude, a strong desire to learn and shape your own career path
- Adaptability - ability to deliver in a matrixed organization
- Financial acumen - to structure financial terms and conditions in deals and identify + mitigate associated risks
- Post graduate degree in Management with a bachelor's degree in technology or engineering would be desirable
- At least 15 years' experience in the IT Services Industry - focus on senior roles; must have worked in the Top 5 IT Services companies
- Good knowledge of the Global IT market and customers
- Should be comfortable working in a matrixed organization
- Strong Results orientation with process adherence
Our Culture:
Inclusion at Wipro is defined as the very Culture, which is experienced by individuals each day. We aim to build a culture within Wipro, which is reminiscent of Inclusive Behaviours, being lived and practiced by individuals of the organization. Our "Inclusion and Diversity" Charter, as we formally call it, is an articulation of what we firmly believe in - to make "Inclusion as a way of life" for each individual in the organization. Inclusion is our very DNA which defines us, guided by our strong values- known as the "Spirit of Wipro"- These values are the cornerstone of our inclusion and diversity practices.
People with disabilities with appropriate suitability are in favour.
"Wipro is an Equal Employment Opportunity employer and makes all employment and employment-related decisions without regard to a person's race, sex, national origin, ancestry, disability, sexual orientation, or any other status protected by applicable law"
As the Strategic Pursuit Lead/Large Deals lead, you will own the responsibility of defining, creating, and implementing strategies which will translate into acquiring Large Deals for Wipro. This will include acquiring key customers, meeting and exceeding TCV/Order Book targets and improving the existing conversion ratios. You will lead the Large Deals from the front and enable our internal teams to present the best possible value propositions.