Sales Director

7 days ago

Houston, Texas, United States Wipro Full time

Location: Houston

Job Type: Full-Time

Role Summary: (Practitioner Sales)

The Sales Director role for Wipro's Digital & Cloud (WDC) practice, leads the sale of Wipro's platforms, solutions, and services into assigned accounts in the (Hi-Tech) market. The Sales Director will act as a conduit between the Account Executives and the Technical Practice teams functioning as the technical deal owner, driving the process from lead generation to deal closure. As a key member of the pursuit team, the Sales Director will also interact directly with client stakeholders and be expected to support the development of client facing artifacts

including proposals and statements of work.

The role will cover

1) Digital & Cloud - Digital Transformation & Apps Modernization to cloud – Must Have

2) Cloud Infrastructure Services – Exposure will be Nice to Have

Responsibilities:

1. Take primary responsibility of a portfolio of accounts for the Wipro Digital & Cloud Applications (WDC) Service Line. Provide point of view and lead clients in defining their cloud and digital transformation journey, identifying opportunities for business, lead conversations and bring all the capabilities to the market. This includes working with the analysts, partners and other market facing functions for the industry segments.

2. Ability to stich biz and technology transformations starting with customer experience and a domain / consulting led approach to transformation initiatives for clients. This includes digital transformation with fullstack skills, cloud native custom application development and maintenance, App modernization and migration to cloud, Agile, DevOps, API / Integration Services & Quality Engineering as key offerings from Wipro Digital & Cloud.

3. Create POVs with the practice teams to help clients define / embark on their digital transformation journey, identifying opportunities for business outcomes, proactively drive lead gen conversations leveraging the capabilities / offerings from Wipro Digital & Cloud Applications.

4. Take a consultative approach to sell proactively themes / WDC offerings e.g. digital transformation, cloud native transformation, cloud application migration / modernization across all 3 major CSPs and Private Cloud, API ecosystem / Integration transformation, quality engineering transformation and TCO transformation (including AIOps, Digital Apps. & Cloud managed services)

5. Drive integrated deals that includes Digital transformation and Hybrid Managed Services partnering with other service line colleagues for Enterprise Packages (SAP, Oracle etc.) Software platforms As-a-service (Service Now, Salesforce, Dynamics etc.) and cloud infrastructure operations teams to enable TCO benefits for clients.

6. Collaborate with pre-sales, practice leads, delivery leads, finance, legal, and other internal functions to translate customer requirements to commercial proposals, often taking a hands-on role in proposal creation.

7. Work with Partner ecosystem across CSPs, OEMs and new age partners to drive a collaborative GTM and proactive deal shaping.

8. Work collaboratively with Client Partners and Global Account Executives in a matrix model to sell into their accounts and expand Wipro Digital & Cloud presence in your named portfolio of accounts. Own the opportunity management cycle: prospect, qualify, propose, close

Role KPIs

1. Responsible for new Bookings (TCV & ACV) for the portfolio

2. Translate bookings to Revenue growth for the portfolio.

3. Drive forecast / projections on a monthly basis with no more than a 5% variance.

Experience:

1. 10+ years of overall experience in IT services company organization functioning in a globally distributed delivery model

o 5+ years of proven experience in business development, identifying, qualifying, and closing large scale pursuits

o 5+ years of proven experience in project / program delivery

2. Must have experience of selling Digital Transformation, Cloud Application Dev, Modernization, Migration in an individual capacity

3. Must have consultative skills to sell Digital and / or cloud transformation.

4. Nice to have past experience in consulting / digital delivery / practice SME roles in the above areas.

5. Must have managed a portfolio of $15-20M or more annually with demonstrated growth over the past 3 years

6. Should have similar experience with one of the SIs / GSIs in the Americas market and good understanding of the above-mentioned industry segment needs

7. Excellent communication and presentation skills.

8. Strong executive presence with an ability to map and nurture CXO level relationships.

9. Ability to create CXO artifacts and present to clients.

10. Accurate and timely pipeline forecasting.

11. Proven track record of closing opportunities by leveraging an extensive partner ecosystem.

Why work at Wipro?

We pride ourselves on creating an inclusive workplace that provides equal opportunities to all persons regardless of their age, cultural background, sexual orientation, gender identity and expression, disability, veteran status, or anything else. If you only meet some of the requirements for this role, that's okay We value a diverse range of backgrounds & ideas and believe this is fundamental for our future success. So, if you have the curiosity to learn and the willingness to teach what you know, we'd love to hear from you.

Expected annual pay for this role ranges from $200,000 to $280,000. Based on the position, the role is also eligible for Wipro's standard benefits including a full range of medical and dental benefits options, disability insurance, paid time off (inclusive of sick leave), other paid and unpaid leave options.

All of our employees are expected to embody Wipro's 5-Habits for Success which are: Being Respectful, Being Responsive, Always Communicating, Demonstrate Stewardship, Building Trust.

Wipro has been globally recognized by several organizations for our commitment to sustainability, inclusion, and diversity. Social good is in our DNA, we believe in sustainability for the health of our planet, its inhabitants, and our business. For over 75 years we have operated as a purpose-driven company with an unwavering commitment to our customers and our communities. Energized by what we call the Spirit of Wipro, we commit ourselves to being a catalyst for change – working to build a more just, equitable and sustainable society. Around 66% of Wipro's economic ownership is pledged towards philanthropic purposes.

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