Account Executive
3 maanden geleden
Amsterdam, Netherlands
- GSH
- 3081451
**Job Description**:
**Role Purpose**
- The purpose of the role is to_ _develop, manage and nurture relationships with clients and alliance partners to_ _drive_ _profitable growth from_ _farming activities thereby_ _developing sustainable relationships and continuous improvement in customer_ _engagement_
**Do**
- 1. **Manage and** **lead client relationships** **to ensure delivery as per** **contract**,** **revenue management** **and optimal engagement**
- a. _Develop_ _the _client_s_ account strategy _aligned to the overall vertical_/ practice_ strategy_
- Interact with the client leadership and review industry trends to identify opportunities within account(s) with the support of Service Line (SL), corporate and sales enablement teams
- Identify and create new opportunities for growth in the account(s) by leveraging differentiated value propositions to shape sales opportunities
- Proactively lead sales pursuits to capture maximum share of revenues from emerging business opportunities
- Develop client specific annual account plan through customer insighting along with the key solutions, activities and planned revenue
- Incorporate and drive key Wipro initiatives and priorities in the account strategy such as Digital etc.
- Drive the farming targets within the client account and hunting targets for opportunities in the assigned new clients, if applicable
- Develop resource plan for the client account aligned to the growth strategy and opportunities
- b. _Drive revenue growth within the client account _to drive a higher _share _of _client’s wallet_
- Use client network and market intelligence including competition information to identify and set priorities for competitive offerings and solutions
- Close the maximum possible order bookings to secure future revenue streams by leveraging expertise of service lines and accelerators
- Showcase & leverage other Wipro Organizational Units capabilities to the client to influence and develop mindset to purchase and push for higher value services and solutions in line with Wipro’s value-added offerings
- Conduct periodic account intelligence to see where new solutions can be build-in/ proposed and identify key improvement initiatives in existing solutions
- Partner with client and all internal stakeholders (pre-sales team especially) from project proposal/ RFP stage to project deployment stage and bring client perspective to the solution selection to ensure client requirements are met
- Conduct periodic account intelligence to seek an opportunity to incorporate Wipro differentiators in the deals to influence the win ratio
- c. _Lead and drive pipeline development _to win new client opportunities_
- Create a market penetration and development plan to proactively reach customers by mechanism of cold calling, industry forums etc
- Discuss and showcase Wipro service offerings and capabilities with the new client
- Lead and drive meetings/ interactions within the key stakeholders within client organization to identify revenue opportunities
- Participate in branding and client-based marketing activities such as round table sessions, networking events etc.
- Conduct and lead campaigns/ community days to build new age perspective and innovation opportunities for client organization
- Participate in workshops, presentation and executive meetings at client organization to shape their thinking around a potential opportunity
- Identify whitespaces and incorporate Wipro ventures through acquisitions and deeply understand the customer demands and accordingly pitch in for new opportunities
- Leverage alliances (cloud, digital etc) and external partnerships to identify different areas where joint proposition/ solution can be delivered to a customer
- d. _Develop, manage and leverage relationships and networks in the client organization_
- Identify key decision makers in client organization and industry to develop and strengthen relationships with them and become a trusted advisor for them
- Drive and lead Client Review meetings/ QBRs to regularly review project performance dashboards/ reports
- Lead proposal development, negotiation and commercial terms for new opportunities and seek approvals for non-standard pricing, terms, and conditions
- Proactively drive collections from the account as per cash-flow plan and interact with business finance team for the collection status
- Discuss and resolve escalation points and course correct as required for high customer satisfaction and better quality of experience
- Be the SPOC for the client within Wipro and provide client intelligence for projects across geographies
- Communicate progress against account plan and other related developments to all relevant stakeholders
- Ensure adequate level of customer engagement activity and balance of customer engagement across Business/IT/CXO/Management/Operations
2. **Delivery Management across the client account as well as New Age Ecosystem and Digital t
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