Accountable for three Enterprise Accounts in Karnataka with end-to-end responsibility of CSAT and revenue of Rs. 180 Crores with the targeted gross margin by being the single face of Wipro to the customers, and is responsible to proactively identifying needs and opportunities in the account.

To act as the liaison between Wipro and its clients, and it’s their responsibility to see that those clients are maximizing the value of the products and services provided. It is the duty to maintain, retain, and up-sell to their portfolio of the accounts. Has to serve as a single point of contact for all pre-sales, sales and after-sales engagements.

Is the face of the customer for the internal teams and responsible to leverage resources from divisions and verticals for customer requirements and ensure that the LOBs fair interests in the account is taken care off.

Develop and grow strategic relationship with the accounts, which is mutually beneficial at all levels. Also includes organizing Senior Management visit on a 'No Need' basis, Periodic Review with customer / BU Head / AET / Technology Partner.

Transactional calls (meetings to sort out issues related to deliveries, proposals, pricing, support problems, etc.). Coordinate with Divisional Sales, Inside Sales & Ops, and articulate support required from them and interface with the client for all opportunities / payment related issues.

Proactively and periodically review the current performance levels of our engagements in the account and plan actions based on the same.

Plan long term actionable to increase customer satisfaction and increase Wipro’s share of wallet and get new LOB penetrations into the account.

Sales process like but not limited to: Maintain customer dashboard; Prepare / update Account Dossier and Account Plan; Articulate probability of closure of opportunities with high degree of accuracy; Perform win/loss analysis; Track competition activity in accounts; Be part of weekly reviews like opportunity funnel, service delivery, costumer centricity reviews; LOB penetration - with RBH & Divisional Sales teams.

Look for opportunities for innovation.

Opportunity Funnel Review fortnightly - with RBH.

LOB penetration - with RBH & Divisional Sales teams.

Responsible for contributing quality information on market, industry, competition, win loss analysis of large orders, and account information to the sales process initiatives.

Should be number driven.

Effective communication and interpersonal skills.

Business expertise and knowledge of sales process, and the business nuances in large enterprise accounts.

Should have the flair to understand technology and keep abreast with the changes in them.

Commercial orientation and relationship orientation with good negotiation skills, problem solving skills and analytical skills.

Work collaboratively and co-operatively across the whole organization and with key stakeholders and has to be a team player.

Should be open to learn and stretch.

Should have the will to try new things and initiatives.

Should have exhibited persistence and patience in fighting deals.

Should have handled large accounts (enterprise) and gone through the full cycle of pre-sales - sales - post-sales sustenance.

Should have architected solution for large accounts like bank, etc.

Should have a good presence on the field.

Should have the skills of hunting for new opportunities.