Account Executive - Oil & Gas

Wipro Limited (NYSE: WIT, BSE: 507685, NSE: WIPRO) is a leading technology services and consulting company focused on building innovative solutions that address clients’ most complex digital transformation needs. Leveraging our holistic portfolio of capabilities in consulting, design, engineering, and operations, we help clients realize their boldest ambitions and build future-ready, sustainable businesses.

Role: Manage and grow a strategic account. You will be responsible for directing the organic growth strategy across a strategic account portfolio, including vision setting, annual account planning, identification of key growth opportunities, proactive client value creation and overall financial health of accounts within your portfolio. The Client Partner will be responsible for driving profitable growth from the account by developing strategic client relationships and ensuring customer satisfaction through world-class delivery.

Your tasks will include:

• The Account Executive develops and strengthens relationships with decision makers and influencers in the account.
• Drive penetration in various functions including outside CIO.
• Become a trusted IT advisor to the customer and participate in his strategic planning.
• Build a trusted group of referable contacts who can vouch for Wipro.
• Execute a plan to develop allies and partner allies, build personal connections and gain access to new contacts.
• Ensure a balance of customer engagement across business, management and operations.
• Identify opportunities of growth in the account/s and lead account strategy and planning.
• Regularly monitor sales trends, market dynamics and incorporate into existing account strategy and plan.
• Mentor and nurture the next line of leadership in the account team.
• Ensure high customer satisfaction, loyalty and quality of experience.
• Communicate progress against account plan and other related developments to all relevant stakeholders.
• Ensure cross-geographic synergies in project management and delivery execution.
• Orchestrate internal resources in sales and delivery to give the customer/s an enhanced delivery experience.
• Conduct regular delivery reviews to prevent cost and schedule overruns.
• Monitor key metrics on a regular basis and plan for initiatives and actions to achieve cost optimization and improve service standards.
• Identify potential weak areas in the delivery and devise corrective action plans to ensure on time and defect free delivery.
• Showcase Wipro’s solutions as a strategic fit for the customer organisation through workshops, presentations and executive meetings.
• Push for higher value services and solutions to the customer in line with Wipro’s offerings.

Skills & Experience:

• At least 15+ years of experience in selling IT Services in Tier-1 or Tier-2 competitive organizations in Oil & Gas Industry segment.
• Strong knowledge of global delivery model (GDM) and methodologies.
• Familiar with cross selling various service lines.
• Ability to present and interact at all levels, and have consultative sales capability.
• Ability to work and collaborate across other teams in various service lines.
• Exposure to delivery, sales or pre-sales roles will be required.
• Managed a multi-million USD account, across various geos.
• Strong Account Management - building and managing client relationships at all levels.
• Carry targets on revenue, bookings and OM.
• Get involved in resolving any people management issue within Wipro teams.
• Generate leads by interacting with the customers in various lines of business to expand our footprint.
• Presenting and publishing proposals (proactive ones as well as responses to RFP/RFIs).
• Interacting with Procurement and Supplier relationship team from customer organization and maintain smoother flow of contracts, invoices and payments.
• Work closely with senior customer team (CIO, VPs and Directors) to suggest, advise, evaluate, and prime business growth.

Wipro is committed to creating an accessible, supportive, and inclusive workplace. Reasonable accommodation will be provided to all applicants including persons with disabilities, throughout the recruitment and selection process.