Role Purpose
The purpose of the role i s to develop , manage and grow the service line bus iness in the assigned geographies by hunting for new clients/ logos in a specific vertical/ industry
Do
1. Develop account plan to focus on client acquisition and meeting hunting revenue targets within an industry in the assigned geography
a. Review key clients, trends, solution deployment within own industry in the geography
b. Understand the client and business nuances and approaches within own geography
c. Contribute to the development of the hunting strategy for t he service line with in the industry in the assigned geographies
- Interact and discuss with the GCPs and other vertical teams within Wipro to Identify cross selling/ upselling opportunities
- Identify clients for acquisition within the geography
- Provide inputs to the annual strategy plan for the geography with the targeted hunting revenue numbers
- Incorporate and drive key Wipro initiatives and priorities in the geography strategy such as Digital etc.
d. Develop the market and drive business and pipeline development
- Leverage branding and marketing activities for Wipro in the geography such as round table sessions, networking events etc.
- Develop case studies, white page analysis, proofs of concept and other thought leadership to present Wipro’s differentiated offerings as a strategic fit for client organization
- Conduct workshops, presentation and executive meetings at client organization to shape their thinking around a potential opportunity and persuade them to initiate formal buying process
2. Execute hunting strategy with a focus o n revenue growth through acquisition of new clients
a. Develop detailed account plan for the targeted accounts/ clients including the landscape of the client organization – power and buying centers, focus areas for the client, potential areas of interest for the client and possible solutions
b. Provide regular feedback and updates to the management and seek course correction, if required
c. Conduct first level conversations with client stakeholders to identify opportunity
d. Leverage Practice capability to sup port deal identification and cl o s ure
e. Qualify and prioritize the opportunities in the funnel
f. Structure deals for the new clients
- Engage with the pre-sales team and the LOB 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
g. May be involved in overseeing delivery and managing escalations for small accounts for a period of 18 months
h. Drive and track revenue across stages from order booking to order fulfilment to invoicing to revenue realization for own geographies
3. Develop, manage and leverage relationships to build client connect within geographies
a. Identify key stakeholders/ decision makers in targeted client organization and develop and strengthen relationships with them to become a trusted IT advisor for them
b. Deepen and manage relationships and engagement across the multiple stakeholders such as Business / CXO/ Management/ Operations
c. Interact and engage with the client leadership on solution development and communicate potential benefits (on cost/ efforts etc.)
d. Leverage SL leadership to deepen relationship connect with the client organization
e. Identify partners and influencers in the geography to build relationships and alliances with them to leverage their network and contacts to gain deeper access into client organization