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Career

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STRATEGIC ACCOUNT MANAGER

Firm Name : WIPRO LTD
No. of Positions/Jobs : 1
Education Qualification Required : MBA
Skills Required for this Job : Strong sales background with proven track record
Experience Required, if any, for this Job : 6-8 years
Salary Offered : Negotiable
Job Location : AHMEDABAD

Job Profile Description:

Accountable for few Enterprise accounts in Gujarat with end to end responsibility of CSAT, revenue and targeted gross margin by being the single face of Wipro to the customers and is responsible to proactively identify needs and opportunities in the account. 2. To act as the liaison between Wipro and its clients, and it’s their responsibility to see that, those clients are maximizing the valu e of the products and services provided. It is the duty to maintain, retain, and up sell to their portfolio of the accounts. Has to serve as a single point of contact for all presales, sales and after sales engagements. 3. Is the face of the customer for the internal teams and responsible to leverage resources from divisions and verticals for customer requirements and ensure that the LOB’s fair interests in the account is taken care.. 4. Develop and grow strategic relationship with the accounts, which is mutually beneficial at all, levels. Also includes organizing Senior Management visit on a ‘No need’ basis, Periodic review with customer / BU Head /AET / Technology Partner 5. Transactional calls (meetings to sort out issues related to deliveries, proposals, pricing, support proble ms etc.). Coordinate with Divisional Sales, Inside Sales & Ops and articulate support required from them and interface with the Client for all opportunities / payment related issues 6. Proactively a nd periodically review the current performance levels of our engagements in the account and plan actions based on the same. 7. Plan long term actionable to increase customer satisfaction and increase Wipro’s share of wallet and get new LOB penetrations into the account. 8. Sales process like but not limited to : Maintain Customer dashboard, Prepare/update Account Dossier and Account plan, Artic ulate probability of Closure of opportunities with high degree of accuracy, Perform win/loss analysis, Track competition activity in accounts, Be part of weekly reviews like opportunity Funnel, servic e delivery, costumer centricity reviews, LOB penetration – with RBH & Div. Sales teams 9. Look for opportunities for innovation 10. Opportunity Funnel review fortnightly – with RBH 11. LOB penet ration – with RBH & Div. Sales teams 12. Responsible for contributing quality information on Market, Industry, competition, win loss analysis of large orders & account information to the sales process initiatives. 1. Should be number driven. 2. Effective communication and interpersonal skills 3. Business Expertise and knowledge of sales process & the business nuances in large enterprise accounts. 4. Should have the flair to understand Technology and keep abreast with the changes in them. 5. Commercial orientation & Relationship orientation with Good negotiation skills, problem solving skills and analy tical skills. 6. Work collaboratively and co-operatively across the whole organization and with key stakeholders and has to be a team player. 7. Should be Open to Learn and stretch and have the 8. Should have the will to try new things and initiatives. 9. Should have exhibited persistence and patience in fighting deals. 10. Should have handled large accounts (enterprise) and gone thru t he full cycle of pre sales-sales-post sales-sustenance 11. Should have architected solution for Large accounts like bank, mfr etc 12. Should have a good presence on the field. 13. Should have the skills of hunting for new opportunities.

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