Wipro seeks a motivated, high-energy Account Executive to join our fast-paced, high-growth sales team in Southeast Asia – based in Malaysia. The individual will be responsible for meeting/ exceeding the assigned business KPIs of Revenue, Bookings and Margins by independently managing end-to-end sales process to up-sell and cross-sell from the assigned accounts/market segment. The role also requires working with Wipro’s global network of partners. Prior experience working in the Oil & Gas / Energy/ Petrochemicals industry is preferred. He/ She will act as the true P&L owner for the assigned account.
Create and maintain strategic account plans, including partner strategy, to establish trusted advisor relationships with clients and partners, ensure maximum client satisfaction, repeat business, and increase Wipro’s market share.
Establish a strong Wipro brand; Build and maintain strong relationships with clients.
Stay up to date with industry trends/solutions, and leverage Wipro’s solution offerings, to identify and drive sales campaigns.
Effectively manage a complex sales cycle; from ideation (proactive and reactive) to a successful close and win business.
Work closely with existing Delivery teams to expand Wipro’s service line coverages within the account; thereby strengthening the partnership
Meet and exceed assigned revenue, margins, and booking targets on a quarterly basis by identifying, developing, and closing opportunities in the accounts.
People Management
Internal Stakeholder Management; across support functions like Delivery, Practices, Pre-sales, Finance, Legal/ Contracts, Procurement etc. across the globe
External Partner/ OEM management
At least 12-15 years of experience in selling IT Services, Engineering and Business Consulting engagements in System Integrator (SI) organizations.
Experience in Sales and Pre-sales/ Delivery roles is required.
Experience in managing and scaling a multi-million USD account, across various geographies.
Preferred having knowledge of solutions relevant for clients in Oil & Gas / Energy/ Petrochemical domain.
Strong Account Management skills – Building and managing client relationships at the CXO level, and generating new conversations/ leads.
Possess a consultative sales capability; Able to effectively present and engage at CXO levels leveraging on the grip of insutry domain
Possess strong leadership capabilities; Ability to lead and collaborate with cross-functional teams from multiple service lines to drive sales opportunities (including both proactive pitches, and formal RFP/RFI responses)
Strong knowledge of Global Delivery Model (GDM) and methodologies. Familiarity with cross-selling various service lines for clients.
Collaborate closely with Delivery teams to drive delivery-led growth in the account.
Collaborate closely with Procurement, Finance, and Delivery teams to ensure timely invoicing and payments.
Identify and nurture high-performing team members into future leaders at Wipro.
Partner Management
BE / MBA