Global Account Executive

 Global Account ExecutiveRole Purpose The purpose of the role is to develop, manage and nurture relationship with key global clients by ensuring effective delivery and revenue and hunt for revenue opportunities in potential clients Do Manage and develop partnership with key Platinum client to ensure delivery as per contract and revenue realization Develop client account strategy aligned to the overall vertical strategy Interact with the client leadership and review industry trends to identify opportunities within account with the support of Service Line (SL), corporate and sales enablement teams Create and review the heat map of various SL deployment within the account to identify opportunities Develop client specific annual account plan along with the key solutions, activities and planned revenue Incorporate and drive key Wipro initiatives and priorities in the account strategy such as Digital etc. Drive the farming targets within the client account and hunting targets for opportunities in the assigned new clients, if applicable Communicate the strategy and plans to the teams to drive focus and achieve defined targets Develop resource plan for the client account aligned to the growth strategy and opportunities Work closely, synergize and provide accurate information for client reviews with Vertical, BU and Wipro top leadership Drive revenue growth within the client account to drive a higher share of client’s wallet Use client network and market intelligence to identify and set priorities for competitive offerings and solutions  Showcase capabilities across Wipro service offerings to the client to influence and develop mindset to purchase Interact with Service Line leadership to develop client specific solutions and insights  Partner with client and all internal stakeholders from project proposal/ RFP stage to project deployment stage.  Bring client perspective to the solution selection for the client to ensure client requirements are met  Incorporate Wipro differentiators in the deals to influence the win ratio Lead and drive pipeline development for the new client accountBuild relationships with the key stakeholders within new client account Discuss and showcase Wipro service offerings and capabilities with the new client  Lead and drive meetings/ interactions within the key stakeholders within client organization to identify revenue opportunities (hunting)  Participate in branding and client-based marketing activities such as round table sessions, networking events etc.  Conduct and lead campaigns to build new age perspective and innovation opportunities for client organization Participate in workshops, presentation and executive meetings at client organization to shape their thinking around a potential opportunity  Develop, manage and leverage relationships and networks in the client organization  Identify key decision makers in client organization and industry to develop and strengthen relationships with them and become a trusted advisor for them Drive and lead Client Review meetings/ QBRs to regularly review project performance dashboards/ reports  Discuss and resolve escalation points and course correct as required for high customer satisfaction and better quality of experience Be the SPOC for the client within Wipro and provide client intelligence for projects across geographies Delivery Management across the client account as well as New Age Ecosystem and Digital technology deployment within client accountStructure high value/ strategic deals for accounts Engage across multiple capabilities/ ecosystems and leverage Service Lines to structure the solution and the deal Engage with advisors to seek input and strengthen the deal with differentiated and value-added offerings Interact with client to keep them engaged in the development of the solution and the deal Lead negotiations on commercial terms for them to ensure revenue flow and profitability  Monitor and review execution of deals in the client account as per defined quality and process standards Review the delivery plans to ensure alignment with the project charter Monitor and review delivery dashboards/ MIS and key metrices  Manage and support resolution of client escalations related to delivery of solutions/ projects  Plan and drive initiatives and actions to be taken to achieve cost optimization and improve service standards Participate in quarterly demand forecasting and resource planning aligned to requirements of the client  Interact and engage with the client leadership to communicate and update progress on account plan, project delivery, foreseeable risks/ obstacles. Leverage BU Delivery/ Ecosystem Leadership to resolve critical fulfilment challenges or for support required from outside the vertical Drive assembly of the right team to deliver on account by providing clarity and support to delivery/WMG team in identification of appropriate resources for client interfacing roles as required Drive delivery led growth across projects by leveraging differentiated value propositions and value add offering for a higher share of client’s business  Conduct progress review meetings internally to develop delivery oversight, tap issues or escalations with the client servicing teams across geographies  Conduct regular checks with client-side teams to review client satisfaction indices Ensure timely invoicing as per deal contract Drive the Innovation (Digital) and New Age Ecosystem charter in the assigned account(s) for own verticalLeverage the industry/ domain and technology knowledge to identify upcoming disruptions  Lead and drive cost optimization or other transformation opportunities by deploying new age technologies as a solution to client’s needs and expectationsDeploy capabilities within the New Age Ecosystem and Digital technology at client organizationProvide client specific inputs/ context and support the ecosystem leadership to develop solutions/ competencies in line with client requirements/ expectations Be the champion/ expert to provide customer perspectives for developing new GTM solutions; positioning and presenting the same Leverage events with alliance partners/industry forums such as round table conferences, networking events to present thought leadership / proof of concepts to client Ensure smooth information flows to relevant stakeholders in client organization (CIO/CEO) to showcase Wipro’s capability in futuristic IT business solutions arena  Team ManagementResourcing Forecast talent requirements as per the current and future business needs Hire adequate and right resources for the team  Train direct reportees to make right recruitment and selection decisions  Talent Management Ensure 100% compliance to Wipro’s standards of adequate onboarding and training for team members to enhance capability & effectiveness Build an internal talent pool of HiPos and ensure their career progression within the organization Promote diversity in leadership positions  Performance Management Set goals for direct reportees, conduct timely performance reviews and appraisals, give constructive feedback to direct reports. Incase of performance issues, take necessary action with zero tolerance for ‘will’ based performance issues Ensure that organizational programs like Performance Nxt are well understood and that the team is taking the opportunities presented by such programs to their and their levels below Employee Satisfaction and Engagement Lead and drive engagement initiatives for the team Track team satisfaction scores and identify initiatives to build engagement within the team Proactively challenge the team with larger and enriching projects/ initiatives for the organisation or team  Exercise employee recognition and appreciation  Stakeholder Interaction Stakeholder Type Stakeholder Identification Purpose of Interaction Internal BU Head/ Vertical Head Reporting, Strategy, Delivery, Issue resolution, Client management CP/Hunters Business review and opportunity identification, accounts review, market intelligence, strategy, Review of delivery performance, escalation management BU Delivery Leadership Review of delivery performance, escalation management, issue resolution on SLA compliance/utilization/ fulfilment etc. Geo Head Business review and opportunity identification, leverage networks, market intelligence, strategy, Review of delivery performance, escalation management SL/ Ecosystem Leadership  Competency and solution development  Pre-sales team Develop GTM and deal structuring  Finance Team Revenue/ OB booking, business planning, etc Internal Audit Team Internal audit WMG & Delivery Excellence Fulfilment of open positions, delivery improvement Global Talent Acquisition, Global Campus Head For recruitment strategies and governance Marketing/ Consultants Events, collaterals, market intelligence, etc External Clients Drive business growth and relationship management Advisors/ Alliance Partners Drive market recognition and references, market intelligence, leverage networks and contacts Industry/ Technology forums Best practices, market intelligence, knowledge sharing and potential hiring Display Lists the competencies required to perform this role effectively:  Functional Competencies/ SkillDomain/Industry Knowledge – Awareness and knowledge of broad economic, demographic, technological and global trends within industry –Competent Systems Thinking – Understanding of the Wipro system (interrelatedness, interdependencies and boundaries) and perform problem solving in a complex environment - CompetentLeveraging Technology – Knowledge of current and upcoming technology (automation, tools and systems) to build efficiencies and effectiveness in own function/ Client organization – CompetentMarket Intelligence – Knowledge of competition, clients, partners/ advisors/ influencers in the geography, market and technology trends across geography within own industry – CompetentBusiness Management – Knowledge of Deal structuring, revenue cycle and management, financial systems, P&L, legal terms etc - CompetentCompetency Levels Foundation Knowledgeable about the competency requirements. Demonstrates (in parts) frequently with minimal support and guidance. Competent Consistently demonstrates the full range of the competency without guidance. Extends the competency to difficult and unknown situations as well. Expert Applies the competency in all situations and leads as a guide to other team members. Master Coaches others and builds organizational capability in the competency area. Serves as a key resource for that competency and is recognised within the entire organization.  Behavioral Competencies Strategic perspective Business Acumen Networking Critical Thinking  Managing Complexity Client centricity Execution excellence  Change agility Passion for results Nurturing people Resilience Stakeholder Management Deliver No. Performance Parameter Measure 1. Financials  Revenue and growth target achievement – Farming, Hunting (if applicable), leakage from OB to revenue 3.  Customer NPS, PCSAT and ACSAT score, Pulse score, Customer complaints – received, time-to-closure, Brand score, no. of customer references, Win Lose Ratio,  5.  Account Management New solutions added, Customer wallet share growth, Customer attrition rate, new logos added, DIDI penetration %, Account gross margin, OB ACV, OB TCV, OB OM%,  6.  Delivery Management Contractual adherence %, Quality index, Utilization %, cost of delivery, overdue indent, rookie ratio 7. Team Management Team attrition %, Employee satisfaction score, BA/BS or equivalent; MBA is a plus; or equivalent combination of education and experience.12+years’ experience working for a solution consulting organization.Proven track record of successful solutions-oriented services salesCandidates with prior experience in SaaS or On Demand Industry are highly desirableDrive and motivation to sell on-demand products and services full-time This is a direct sales role. Superior communication skills (both for internal and external clients), very strong leadership qualities, and team-oriented business values are essential. Not eligible for Visa Sponsorship