The Director is accountable for the management of existing focus accounts (farming) in DOP (Digital Operations and Platforms). This role is responsible for driving profitable growth from the accounts by developing strategic client relationships and ensuring customer satisfaction through world-class delivery. Must have 5+ years experience working with New Age/ HiTech customers.
Lead account strategy and planning and find opportunities of growth in the account. Develop and strengthen relationships with decision makers and influencers in the customer organization and grow revenue and drive new opportunities in all lines of businesses in DOP Develop and establish oneself as an industry and Wipro Digital Operations thought leader Collaborate with Pre-Sales, CoE & Delivery teams to provide your domain expertise and represent our company and industry centric solutions in front of customers and prospects. Work with the Marketing team to help define sales messages and marketing collaterals for the industry. Collaborate with the "Solution Delivery" team during the implementation of solutions at customer sites for right insights and handoffs to ensure client satisfaction. Lead proposal development, negotiation, and commercial terms for large deals. Regularly monitor sales trends, market dynamics and incorporate into existing account strategy and plan Drive collections. Growing the market share in the account and share of wallet of the account with the customer. Build a trusted group of reference-able customers who can vouch for Wipro. Drive resource forecasting for the account from both confirmed opportunities as well as the opportunities in pipeline Delivery/Customer Satisfaction Become a trusted advisor to our customer and participate in their strategic planning. Conduct regular delivery reviews to prevent cost and schedule overruns, and to enable the delivery teams in ensuring high customer satisfaction. Orchestrate internal resources in sales and delivery to give the customer an enhanced experience across touch-points. Responsible for revenue and order booking goals.. Develop and present proposals and quotations to support sales goals and objectives. Manage existing strategic customer engagements to ensure customer satisfaction and sales growth. Serve as the subject matter expert within the region and primary liaison between the solution teams, delivery and customers. Working with internal teams to identify and create strategic initiatives, and operating The successful candidate will have strong track record on the following.
Prospecting at the C-level and senior executive decision maker levels demonstrating a clear understanding of their business, organization, culture, and compelling reasons to act Managing large, complex customer relationships Participating in and/or leading complex proposal solutioning and business value proposition development efforts Negotiating long-term contracts
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