Account Executive

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 the 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.

Responsibilities

• 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.

Minimum Requirements

• 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 industry 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.

Qualifications: BE / MBA