Head of Sales - BPO for New Age Sector
Wipro Technologies, the global IT business of Wipro Limited (NYSE: WIT) is a leading Information Technology, Consulting, and Business Process Services company, that delivers solutions to enable its clients do business better. Wipro Technologies delivers winning business outcomes through its deep industry experience and a 360-degree view of “Business through Technology” – helping clients create successful and adaptive businesses. A company recognized globally for its comprehensive portfolio of services, a practitioner’s approach to delivering innovation and an organization wide commitment to sustainability, Wipro Technologies has over 220,000 employees and clients across 54 countries.
Opportunity / Job Opening
We are looking for a Senior Executive to head our sales organization for the New Age Sector in the BPO (DOP) division. New age sector is one of the largest and exponentially growing sectors for us.
Education qualification, job skills, experience, expertise, and other requirements
- 20 years of relevant cross industry experience in BPO/Trust & Safety with end-to-end pursuit/opportunity management, execution, program management, and transformation
- Supervisory experience of directly managing senior sales leader (s).
- Ability to lead HiTech/New Age domain-oriented conversations and engage consultatively with client C-suite stakeholders and functional leaders.
- HiTech/New Age domain should include robust understanding of all aspects in the horizontal BPO offerings (i.e. Trust and Safety, F&A, supply chain, Procurement, contact center and HRO)
- Strong understanding of delivery strategies including appreciation of global delivery locations, retained vs outsourced potential, benchmarks, tools and technology platforms, automation tools, BCP/DR practices, operations performance management, governance models, compliance requirements, and commercial models amongst others.
- Demonstrated success in HiTech/New Age sales and winning large deals.
- Knowledge about the BPS industry, analysts, deal advisors, product partner eco-system, and competitors including their strengths and weaknesses.
- Brings a strong rolodex of connections.
- Strong interpersonal and relationship building skills.
- Knowledge of contractual constructs in Business process services
- Ability to navigate an organization, working with cross functional/global teams across Solution design, business finance, HR, Risk & Compliance, Transition, Transformation, Quality, and Delivery amongst others.
- Ability to work in both structured and unstructured environments including maintaining flexible working hours that may extend beyond regular business hours given the nature of business and geo spread of teams.
- Open to travel (domestic USA and/or international) per requirements to meet internal and external stakeholders as part of business development efforts.
- Highly responsive, respectful, trustworthy and demonstrates stewardship.
Key responsibilities will include but not limited to:
- Drive HiTech/New Age opportunities growth (pipeline), winning business (order booking) and revenue growth from existing and new clients. This will be measured against defined monthly/quarterly/annual performance targets.
- Develop and execute business development strategies.
- Provide periodic mentorship and guidance to the team for exponential growth
- Proactively shaping and winning large deals.
- Drive creation of new marketing collaterals, domain content to aid business development efforts (mailers, practice brochures, art of the possible/proactive pitches, etc.)
- Quickly develop in-depth understanding of end-to-end Wipro HiTech/New Age offerings, client landscape, relevant case studies of value delivered, differentiators, and make solutions/pitches contextualized to prospect client organization.
- Quarterback all HiTech/New Age sales initiatives and pursuits (proactive and RFXs), working with global, cross functional teams to develop high quality, winning business propositions. This will include review of content, sharing feedback, and creating content as may be required taking complete ownership of output for HiTech/New Age pursuits.
- Anchor client pursuit meetings, relationship connects, solution workshops, due diligence workshops, etc. presenting Wipro’s credentials and value proposition.
- Attending analyst briefings, industry conferences to promote Wipro’s HiTech/New Age services business growth and technical expertise.
- Lead internal pursuit reviews covering qualification, win themes, SWOT analysis, value proposition, and support requirements amongst others with management and larger pursuit teams.
- Develop reasonable understanding of other Wipro business process service offerings to identify business opportunities (demonstrating stewardship)
- Base salary is only one component of our total compensation package. Individual will be eligible for a sales incentive.
