Sales Director will be responsible for cultivating BPO/BPS presence in the market and growing business development opportunities. It is expected that the successful candidate will bring significant experience, relationships and previous success selling BPO. The successful candidate should be motivated by winning financial incentives as well as career growth.
A successful candidate will be responsible for sales for BPO offerings (15+ years of post-qualification experience. Minimum 10 years in BPO preferably in a 3rd party BPO environment.
Key responsibilities include:
- Drive pursuit towards New logo hunting
- Be responsible for following of allocated accounts
- Be responsible for the sales cycle from deal origination to closure (signed contract) and successful handover to the Operation Management
- Bring an understanding of the marketplace and competitor offerings to drive WIPRO’s growth strategy and investments
- Be responsible for New logo sales and account acquisition
- Be responsible for significantly growing Wipro’s presence and revenues
- Collaborate and develop 3rd party and advisor relations to build credible Wipro’s voice in the geography. generate opportunities from this channel
- Propose - Submit and handle proposals with full ownership and accountability for the opportunity. Work closely with the sales enablement teams to ensure high quality of proposals.
- Possess established and current relationships with COO’s, CFO’s, CEO’s, Customer Service Directors.
- Bring substantial experience in working with C-Suite executives including discussions with Chief Operating Officers, Chief Marketing Officers and Chief Financial Officers.
- Ensure optimal deployment of resources to achieve business goals
- Architecture of proposals (RFP/RFIs) to evince client interest
Key skills required:
- Efficiency in computers – MS Office and Accounting applications like PeopleSoft, Oracle, etc.
- Knowledge of complex accounting and reporting systems
Business Skills:
- Big-deal experience – Person should have proven experience in closing deals with ACV > $5M and TCV > $20M.
- Balance multiple, concurrent deals to achieve challenging growth targets.
- Broad functional knowledge within the specific sector and able to connect with a variety of executive level stakeholders on their specific pain-points.
- Effectively identify and translate client needs into WIPRO services. Develop an understanding of customers’ business needs, matching them with WIPRO’s capabilities, and developing winning proposals for WIPRO.
- Work effectively across the WIPRO organization and partner with the appropriate team members to demonstrate the depth and breadth of WIPRO’s solutions.
- Be a key intermediary between the service delivery team and the customer.
- Astute at identifying and qualifying leads, be able to develop strong relationships at potential client organizations and have the proven ability to convert these relationships into commercial engagements in situations where little to no previous relationship existed.
- Effectively and proactively managed client’s expectations, built deep client partnerships, and developed excellent communication and executive presence to connect at all levels in the organization.
- Experience in selling long term complex multimillion dollar products, services, or solutions within the specific markets.
- Ability to communicate confidently at the C-level to build meaningful internal and external relationships.
Soft Skills:
- Strategically minded and able to create a consultative and solution-minded sales environment.
- Aggressive, high-energy style who is motivated by winning.
- A “quick study” and “self-starter” – leads with an impatience for the status quo and a true sense of urgency…a forward thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business issues
- Demonstrated ability to work in a multicultural global environment.
- Strong Communication & Interpersonal Skills
- Advanced presentation skills, coupled with solid executive presence and the ability to establish immediate credibility
- Good people management skills - highly professional in dealings with clients and co-workers
- Ability to deal with unexpected and/or delicate situations calmly and with sound judgment
- Ability to manage multiple projects and meet deadlines under pressure
- Ability to communicate effectively at all levels
- Demonstrated ability to work in a multicultural global environment.