Sales Executive - EC&O

Sales Executive - Engineering, Construction, Airports and Operations

Wipro is a leading global information technology, consulting, and business process services company. We harness the power of cognitive computing, hyper-automation, robotics, cloud, analytics, and emerging technologies to help our clients adapt to the digital world and make them successful. A company recognized globally for its comprehensive portfolio of services, a strong commitment to sustainability, and good corporate citizenship, we have over 250,000 dedicated employees serving clients across six continents. Together, we discover ideas and connect the dots to build a better and bold new future.

Wipro's Americas 2 is hiring a Sales Executive for Engineering, Construction, Operations and Airports. You will be responsible for opening new accounts across US that can be nurtured into large growth accounts over 3-5 year

Roles & Responsibilities

• Builds CXO connects - Nurtures the client over a period of time.
• Understands client problems, offers a solution to deliver business impact by bring the 'best of Wipro' resources
• Hunts and develops new business within the EC&O segment and high-quality large accounts (e.g., F2000).
• Strong focus on growth and winning logos with long-term potential (e.g., large deals)
• Leverage alliances (cloud, digital etc) and external partnerships to identify different areas where joint proposition/ solution can be delivered to a customer
• Identify key decision makers in client organization and industry to develop and strengthen relationships with them and become a trusted advisor for them

Responsibilities:

• Build a trusted group of reference able customers who can vouch for Wipro.
• Ensure a smooth hand off of all new accounts to the account management teams. 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 meetings.
• Push for higher 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.
• Maintain touch points with the analyst and advisor teams to garner market trends and intelligence.
• Nurture key relationships with strategic partners and alliances in order to build leads into new business opportunities.
• People Mentor and nurture the next line of leadership in the account team.
• Focus on people development, employee movement and career management.
• Build a supportive environment and a motivated team to increase employee satisfaction and minimize attrition in the business development teams.

Must Haves:

15+ years of IT Services Sales experience

5+ years of experience selling within the Engineering, Construction, Operations and Airports industry or similar industries

Demonstrated consecutive quarterly and yearly quota achievement in complex selling environments utilizing a solution selling model and good understanding of customers' business initiatives and its implication on the process and technology landscape.

Experience monitoring sales trends around the target new clients, market dynamics and incorporate into existing business development strategy and plan.

Track-record of increasing deal signing margins through consultative selling, single source deals and a coordinated sales strategy.