Global Account Executive - Oil & Gas

Global Account Executive

The career opportunity is with Wipro's Energy & Utilities Group. The Global Account Executive is accountable for both sales and delivery in an existing large Strategic Global Energy Account. This role is responsible for driving profitable growth from the account by developing strategic client relationships and ensuring customer satisfaction through world class delivery.

This role requires experience managing and growing a client P&L of $70+ M as well as expertise in the Oil & Gas industry.

The role demands knowledge and experience of:

Sales

• Lead account strategy and planning and identify opportunities of growth in the account.
• Develop and strengthen relationships with decision makers and influencers in the customer organization and drive penetration in various functions including outside CIO.
• Leverage Wipro's unique value proposition to shape opportunities for the customer and increase share of revenues from single source deals.
• Lead proposal development, negotiation and commercial terms for large deals.
• Regularly monitor sales trends, market dynamics and incorporate into existing account strategy and plan.
• Also drive collections. Increase market share and share of wallet with the customer.

Delivery/Customer Satisfaction

• Conduct regular delivery reviews to prevent cost and schedule overruns, and to enable the delivery teams in ensuring 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 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 meet.
• Push for higher value/value added services and solutions to the customer in line with Wipro's offerings.
• Capture and create integrated opportunities with end-to-end solution delivery requirements.
• Exemplify Wipro leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers.

People

• Mentor and nurture the next line of leadership in the account team. Build a top-quality account sales team capable of consultative selling.
• Focus on people development, employee movement and career management.
• Build a supportive environment to increase employee satisfaction/motivation and minimize attrition in the account sales and delivery teams.

• Establishing and managing client relationship with key decision makers.
• Establishing and building "trust" and leverage client context by understanding client's overall business goals.
• Positioning Wipro as a Strategic IT partner and identify opportunities to implement IT solutions.
• Managing Account and Project Manager combinations to achieve client goals
• Contributing to new business development efforts.
• Must bring top-notch relationship management skills and a deep appreciation of IT tools, techniques, systems and solutions.

Requirements:

• A minimum of 20 years of experience in a client facing role or account leadership role in the IT professional services or management consulting firm.
• Experience in the global service delivery model.
• Experience managing and growing a client P&L of $70+ M, including reporting and metric assessment for the account.
• Oil & Gas Industry expertise required.
• Ability to sell across service lines - Infrastructure and Application Services experience preferred. Excellent communicator with the ability to communicate effectively along vertical and horizontal planes internally and in client organizations.
• Detail-oriented and able to manage and maintain all facets of complex assignments.