Hunter L3

The role aims at expanding the business of a Practice/ Service Line in a specific territory by acquiring new logos/ clients. You will be responsible for contributing to and implementing the hunting strategy for a Service Line in the assigned territory. Additionally, you will define priorities and strategies to focus and achieve targets. It is essential to understand the Practice/ Service Line strategy, particularly focusing on big bets such as Digital, Cloud, and Cyber Security in your domain/ industry. Interact with advisors and partners to grasp market dynamics, trends, key developments, and competitive landscape across the assigned geography. Review the top 50 accounts in the existing client base to identify business opportunities. Identify new logos, MHAs, target customers, key leaders, opportunities, and suitable offerings. Prioritize target accounts to concentrate efforts and drive business development. Align Wipro's strategic initiatives with the account strategy/plan. Develop an Engagement Plan for target accounts, including entry strategies and strategic initiatives for customers. Analyze competition offerings/ solutions in the domain within the assigned geographies and devise a plan to counter potential adversaries. Develop and execute the sales plan with quarter-on-quarter targets for the team. Assign targets to the team and monitor their progress towards achieving them. Conduct regular cadence calls with the team to maintain focus, address issues, and make necessary corrections. Focus on revenue growth and management by identifying and creating new growth opportunities in the account. Qualify and prioritize opportunities in the sales funnel. Utilize unique value propositions to shape sales opportunities and aim for a higher share of the client's wallet. Lead proposal development, negotiation, and commercial terms for new opportunities. Engage with multiple capabilities/ ecosystems and leverage Service Lines to structure solutions and deals. Collaborate with advisors to enhance deals with differentiated and value-added offerings. Keep clients engaged throughout the solution development and deal-making process. Lead sales pursuits to capture a significant share of revenues from emerging business opportunities. Monitor and review deal executions in the vertical to ensure adherence to quality and process standards. Drive profitable revenue growth to meet agreed targets. Track revenue across stages from order booking to order fulfillment, invoicing, and revenue realization for the vertical. Proactively manage collections as per the cash-flow plan. Develop, manage, and leverage relationships and networks in the client segment for the Service Line/ GBL/ Practice. Identify key stakeholders/ decision-makers in client organizations and industries. Deepen relationships across multiple stakeholders like Business/ IT/ CXO/ Management/ Operations. Attend meetings to review project progress and ensure customer satisfaction. Identify partners and influencers to build relationships and alliances for market intelligence and deeper access into client organizations. Network within Wipro to gain access to new contacts and strengthen personal connections. Develop a group of referenceable contacts who can support Wipro. Drive pipeline development by executing the Engagement Plan for target accounts and interacting with key stakeholders. Influence client stakeholders to initiate the formal buying process. Utilize Service Line leadership and alliances to present solutions/ thought leadership in the vertical. Advocate Wipro solutions as strategic fits for client organizations. Join a business that encourages reinvention and empowers you to design your own career evolution. Join Wipro and realize your ambitions. Applications from people with disabilities are encouraged.,