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Account Manager PRE Ent

5.00 to 8.00 Years   Gurugram   13 May, 2021
Wipro Limited
Job LocationGurugram
EducationNot Mentioned
SalaryNot Disclosed
IndustryIT - Software
Functional AreaIT Operations / EDP / MIS
EmploymentTypeFull-time

Job Description

Farming/Account Mining

  • Experience of having sold into an existing account and the ability to scale that up to a high growth and RR (Run Rate) business. Demonstrated doing business in key Enterprise Accounts in the North with a good CXO rolodex
  • To be able to monitor trends, market dynamics and incorporate into existing account strategy
  • Demonstrated ability of having pitched in or sold digital deals in the past. Experience in TOS deals will be a clear advantage
  • Ability to define an account strategy and drive a QoQ sales plan
  • Demonstrated ability of negotiation with good hold of commercial constructs
Hunting
  • Experience in hunting net new logos in the North
  • Demonstrable CXO rolodex in the region
  • Ability to scale up a net new account into established run rate business
Experience Requirement
  • Experience with COTS / Bespoke and AMS services
  • Atleast 8+ years of total experience core quota carrying role
Roles & Responsibilities:Qualifications:Additional Skills:Mandatory Skills:Stakeholder Interaction:Stakeholder InteractionStakeholder TypeStakeholder IdentificationPurpose of InteractionInternalGeo Sales Head/ GCP/ Leadership TeamReporting,Strategy,Delivery, Issue resolution, Client management,Business review and opportunity identification, accounts review, market intelligence, strategy, Review of delivery performance, escalation managementBU/ SL Delivery LeadershipReview of delivery performance, escalation management, issue resolution on SLA compliance/utilization/ fulfilment etc.SL/Ecosystem Leadership Competency and solution development Pre-sales teamDevelop GTM and deal structuringFinance TeamRevenue/ OB booking, business planning,account receivables and payablesetcLegal TeamFor contracting normsand sign offWMG & Delivery ExcellenceFulfilment of open positions, delivery improvementGlobal Talent Acquisition, Global Campus HeadFor recruitment strategies and governanceMarketing/ ConsultantsEvents, collaterals,market intelligence,etcExternalClientsDrive business growth and relationship managementAdvisors/ Alliance PartnersDrive market recognition and references, market intelligence, leverage networks and contactsIndustry/ Technology forumsBest practices, market intelligence, knowledge sharing and potential hiringDisplayLists the competencies required to perform this role effectively:
  • 1. Functional Competencies/ Skill
  • Domain/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 ina complex environment - Competent
  • Leveraging Technology Knowledge of current and upcoming technology (automation, tools and systems) to build efficiencies and effectiveness in own function/ Client organizationCompetent
  • Market Intelligence Knowledge of competition, clients, partners/ advisors/ influencers in the geography, market and technology trends across geography within own industryCompetent
  • Business Management Knowledge of Deal structuring, revenue cycle and management, financial systems, P&L, legal termsetcCompetent
  • Program Management - Execute projects with end-outcome and process focus, along with understanding of delivery processes and its governance Competent
Competency LevelsFoundationKnowledgeable about the competency requirements. Demonstrates (in parts) frequently with minimal support and guidance.CompetentConsistently demonstrates the full range of the competency without guidance. Extends the competency to difficult and unknown situations as well.ExpertApplies the competency in all situations andleads as a guide to other team members.MasterCoaches others and builds organizational capability in the competency area. Serves as a key resource for that competency and isrecognised within the entire organization.
  • 2. Behavioral Competencies
  • Strategic perspective
  • Business Acumen
  • Networking
  • Critical Thinking
  • Managing Complexity
  • Clientcentricity
  • Execution Excellence
  • Change Agility
  • Passion for results
  • Stakeholder Management
DeliverNo.Performance ParameterMeasure1.Financials RevenueGrowth minimum 6% YOYOrder Bookings ACVCollections within 16 dayspost due datePro-active deals (OB-ACV of $10mn+)Large Deals (OB-ACV of $10mn+ within 5years)Increase in mix of L3/L4 engagements (>10%)2. CustomerNPS,PCSAT and ACSAT score, Pulse score, Customer complaints received, time-to-closure, Brand score, no. of customer references, Win Lose Ratio, ,

Keyskills :
revenue cycleproblem solvingbusiness growthissue resolutiondeal structuringbusiness planningfinancial systemsknowledge sharingtechnology trendstalent acquisitionmarket intelligencecustomer complaints

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