The Strategic Pursuit Lead will report directly to Global Head of Strategic Engagements and will be based in the United States. The position will be part of Wipro’s Strategic Engagements team being responsible for leading the biggest and most complex deals across all industries. The position’s focus will be on growing the business by developing and leading large opportunities in all aspects of sales, including origination, qualification, sales pursuit, and closing/contracting, by applying deep sales process as well as offering expertise to clients. He/she will also, in cooperation with Wipro’s account and industry leadership teams, be responsible for building strong relationships with key buyers and decision-makers at both new and existing clients by utilizing Wipro’s differentiated global transformational capabilities which include New IT, J2C, Business and IT Transformation, Digitalization, and BPO. Therefore, the position will play a vital role in external stakeholder management with clients across the globe.
The new Strategic Pursuit Lead responsibilities include:
- Leads selling of big/complex transformational, multi-service line deals, leading sales pursuits in sole source and competitive situations, and orchestrating both client-facing interactions and internal mobilization and alignments.
- Develop differentiated value propositions and deal shapes to drive transformational value and growth, and profitable sales for Wipro.
- Define relevant service group solutions and offerings in response to client needs and market/industry trends.
- Lead sales campaigns, working collaboratively to create demand and shape/close deals.
- Take full responsibility for the pursuit: ‘Front and Center’ of the deal owning the win strategy across origination and sales: orchestrate its creation and lead the execution.
- Orchestrate relationship plans with the Global Account Executive (GAE), identifying and securing the right sales team to pursue the opportunity cost effectively.
- Drive the creation of the Transformation story/narrative and value proposition across business value and business case (for the client and Wipro).
- Be responsible for the E2E sales cycle from origination to closing; orchestrating talents for successful sales pursuit.
- Lead negotiations and secure a balanced contract creating a win-win for both parties.
- Lead Wipro approval meetings, pulling in specialists to cover aspects such as Solution, Financials, QA, Legal, etc.
- The position will have direct sales responsibilities leading multi-million-dollar targets with an annual sales target of USD 100+ million. The position requires someone who has a strong, deep understanding and experience within sales leadership, leading large opportunities from an international perspective. It is very important that the candidate is self-driven and able to work in a complex global organization. The position as a Strategic Pursuit Lead requires a personality with a strong DNA who is ambitious and has the capability and understanding of what is needed to succeed in the position. For the right candidate, this is a unique opportunity to become part of a very successful global and market-leading organization, targeting the biggest transformational opportunities often with a global/international dimension. It is a position that offers a lot of freedom with responsibility and direct interaction with C-level client stakeholders.
The Ideal Candidate:
- Relevant education on Master level or minimum on Bachelor level or equivalent +10 years of experience with selling/closing deals in services space in one of the following areas:
- Technology strategy and IT transformation in the “New” Application services, with expertise in application outsourcing, IT service Management, and implementation services leveraging global delivery model.
- Journey to Cloud enablement and migration, with experience in Public Cloud, Data Center.
- Business and IT transformation including ERP/system implementation/integration, Business Process Outsourcing spanning all functional areas including Finance & Accounting Business Process Services, Procurement, HR, Digital Marketing, and related industry-specific solutions.
- Complex and cross-functional value-driven transformational programs at international clients.
- Extensive experience in contracting and effectuating transformational partnership agreements.
- High degree of business acumen.
- Experience with closing multi-million $ deals.
- A successful sales leadership track record with documented results.
- Experience working with a large, matrixed company environment.
- Experience with C-level client relationship building and relationship management.
- Proven ability to operate within a team-oriented environment:
- Demonstrated leadership, teamwork, and collaboration in a professional setting; either military or civilian.
- Personal qualifications:
- High energy level, decisiveness, and ability to work well in demanding client environments.
- Excellent communication (written and oral) and interpersonal skills.
- Strong leadership, problem-solving, and decision-making abilities.
- Unquestionable professional integrity, credibility, and character.
- Willingness to travel as necessary.