DOP Sales Director

Wipro Ltd are looking for Sales Practitioner (Digital Operations & Platforms) in Paris. The Practitioner Sales (DOP) is accountable for sales and driving profitable growth in one or more customers for a practice by developing and maintaining strategic relationships.

Key Accountabilities:

• Closing Sales - The main responsibility and focus of the role will be the growth of our DOP business within Southern Europe. Specifically, win new deals in customer account per pre agreed targets.
• Sales Plan Creation – A critical early task will be developing and executing a growth plan for selected verticals.
• Pipeline Management – Among the critical tasks likely be featured in the sales plans, are developing the opportunity pipeline, qualifying high priority deals and winning new business in line with agreed targets.
• Demand Generation – To work with DOP and Southern Europe teams to identify prospects, create marketing plans and take responsibility to engage new clients in conversation
• Proposal Development - Understand customer needs and translate them into winning proposals for Wipro and its customer in partnership with the presales and solution teams
• DOP Solution Development Oversight – As a pursuit leader, partner with DOP solution architects, delivery teams and other horizontal practices to create effective deal solutions.
• Deal Shaping / Pricing Development – Develop creative deal shapes, commercial structures and pricing proposals as part of a winning sales pursuit. Work closely with the business unit and regional Finance teams
• Market Intelligence - Provide competitive intelligence associated with market pricing and specific competitor strengths, weaknesses, tactics, etc.
• Marketing - Leverage Wipro as marketing organization and capabilities to create innovative marketing activities targeted for specific sales opportunities and general local market brand building.
• C-Level Client Relationship Building - Build relationships across CXO levels in client organizations and developing executive level relationships.
• Regular Third-Party Intermediary Interaction - Participate in industry 3rd party seminars, meetings, analyst forums, Wipro capability presentations, etc. to develop deeper industry connects in relation to our clients and key local BPO intermediaries.
• Renewal deals in the industry - Build relationships with the potential customers by working with Market teams. Build disruptive propositions to hunt and win these businesses in the industry

Job Requirements:

Key Competencies:

• BPO – Deep understanding of Digital Operations/DOP and able to engage C-level executives in detailed BPO deal, solution, transition, and transformation shaping discussions.
• BPO Solution Development – Experience in developing BPO solutions ground up, in partnership with different stakeholders within an organisation.
• Hands on participation in solution and content development
• Ability to lead and work in diverse, multi-functional teams
• Industry Experience - Demonstrated ability to understand business process challenges in one or more of our key industries and translating the needs in developing compelling business process solutions with a strong focus on technology-enabled process delivery.
• Global Experience – Significant international experience required including being conversant in global service delivery models – both shared services and BPO.
• Verbal Communication Skills – Excellent public speaking and presentation skills including the ability to convey a set of complex and detailed deal elements in a compelling, engaging, and easy to understand manner suitable for C-level buyers.
• Written Communication Skills – Ability to create compelling sales story lines and PowerPoint decks for presentation to C-level executives.
• Approach to Work – Possess the innate ability to thrive in a fast-paced, client-focused, changing environment and work independently in a self-directed manner.

Knowledge:

• Global Business Services – Client-facing GBS project experience is preferred.
• Technology - Understanding of technology solutions is required, especially how it affect business and operations.
• Professional Contacts – Existing strong relationships with third party advisors, industry analyst, and potential C-level buyers is preferred.
• Matrixed Organization – Experience working in a highly matrixed organization is preferred.
• Virtual Work Environment – Experience working in a virtual home / office work environment is preferred.

Experience:

• Demonstrable experience in Sales and Business development working for a blue chip BPO company is essential
• Past experience in leading and closing large deals

Qualifications:

• Degrees – CPA, MBA, or advanced degree in related field is preferred
• Languages: Proficient in French & English