Engineering & R&D Sales Practitioner (M/F/D)

at  Wipro Limited

JOB DESCRIPTION

We pride ourselves on creating an inclusive workplace that provides equal opportunities to all persons regardless of their age, cultural background, sexual orientation, gender identity and expression, disability, veteran status, or anything else. If you only meet some of the requirements for this role, that’s okay! We value a diverse range of backgrounds & ideas and believe this is fundamental for our future success. So, if you have the curiosity to learn and the willingness to teach what you know, we’d love to hear from you.
Wipro is a leading global information technology, consulting and business process services company. We harness the power of cognitive computing, hyper-automation, robotics, cloud, analytics and new ground-breaking technologies to help our clients adapt to the digital world and make them a successful and innovative company. We are an organization recognized globally for its comprehensive portfolio of services, strong dedication to sustainability and good corporate citizenship, we have around 250,000 hard-working, respected employees serving clients across six continents. Together, we discover ideas and connect the dots to build a better and exciting new future.

Role and Responsibilities :

• Build Strong Customer Relationships and Credibility as a thought leader
• Engage with the CXOs and business owners and influence Engineering R&D and I4.0 strategy
• Engage with Engineering / R&D / production / PLM / I4.0 stakeholders within our client structure
• Collaborate closely with Global teams to develop proposals, presentations, contracts and proactively recommend strategies to grow Engineering business in existing & new logo accounts.
• Work with Account / Sales teams to manage the pre-sales process with clients and provide the leadership throughout the opportunity lifecycle from initial qualification to closure of the deal.
• Provide thought leadership & transformation recommendations in various technology areas related to Engineering and R&D.
• Have worked with Product Engineering or Manufacturing Engineering or PLM in a delivery capacity, ideally for the automotive industry
• Good functional knowledge in at least one of the following areas: Sales, Service, Marketing and Commerce
• Work with India/Global based practice teams on RFPs/Events/Go-to-Market (GTM) on solutions
• Own business account plans and targets for named accounts in a specific industry segment
• Work with the identified key alliance partners and ISV Partners to jointly develop GTM plans
• Able to execute short term strategic consulting projects, assessments, POC/pilots, map solutions to client business processes, and develop value proposition and business case
• Past experience in selling and delivery of large projects
• Currently works for an engineering service provider or a systems integrator, consultancy, or major technology organization in the area of Engineering and R&D
• Create Business Development Plans for accounts and leads the identification of farming & mining opportunities
• Should have a strong track record of working closely with Engineering services and partner ecosystem in shaping and driving growth in existing customers
• Understanding of technology and vertical platforms in order to strategize & craft solutions (along with pre-sales teams) to match customer needs is essential
• Self-starter that can work both as an individual contributor and team player who can drive the account growth.

Qualifications :

• Sales Experience: Managing a large account(s) of size $10-$15M revenue engagements, Account Planning, Customer Success, Solution Selling
• Individual Utilization of 30% across multiple accounts
• Compensation will be mix of base and incentive results pay (to be paid out quarterly).
• Significant proven large deal experience, including winning and delivery oversight
• Education: Master of Science in Engineering or MBA preferred
• Ideally has 15+ years of relevant business experience gained within a large Engineering Service provider or Consulting organizations as a consultant, with at least 10 years of Program Leadership experience.
• People management experience (managing a team)
• Executive presence: ability to engage clients at various levels (including C-Level) to build strong and long-lasting relationships
• Client orientated possessing a strong commercial and business acumen
• Strong presentation and facilitation skills; with the ability to structure and facilitate workshops and develop business cases for large deals
• Actual multi-regional or multi-organization experience is a key success factor, with demonstrated capacity to operate and thrive in a multi-cultural environment.
• Outstanding communication (written and oral), collaboration, flexible, results oriented, interpersonal and leadership skills
• Should be able to work with and manage multiple stakeholders – internal and external.

• Build Strong Customer Relationships and Credibility as a thought leader
• Engage with the CXOs and business owners and influence Engineering R&D and I4.0 strategy
• Engage with Engineering / R&D / production / PLM / I4.0 stakeholders within our client structure
• Collaborate closely with Global teams to develop proposals, presentations, contracts and proactively recommend strategies to grow Engineering business in existing & new logo accounts.
• Work with Account / Sales teams to manage the pre-sales process with clients and provide the leadership throughout the opportunity lifecycle from initial qualification to closure of the deal.
• Provide thought leadership & transformation recommendations in various technology areas related to Engineering and R&D.
• Have worked with Product Engineering or Manufacturing Engineering or PLM in a delivery capacity, ideally for the automotive industry
• Good functional knowledge in at least one of the following areas: Sales, Service, Marketing and Commerce
• Work with India/Global based practice teams on RFPs/Events/Go-to-Market (GTM) on solutions
• Own business account plans and targets for named accounts in a specific industry segment
• Work with the identified key alliance partners and ISV Partners to jointly develop GTM plans
• Able to execute short term strategic consulting projects, assessments, POC/pilots, map solutions to client business processes, and develop value proposition and business case
• Past experience in selling and delivery of large projects
• Currently works for an engineering service provider or a systems integrator, consultancy, or major technology organization in the area of Engineering and R&D
• Create Business Development Plans for accounts and leads the identification of farming & mining opportunities
• Should have a strong track record of working closely with Engineering services and partner ecosystem in shaping and driving growth in existing customers
• Understanding of technology and vertical platforms in order to strategize & craft solutions (along with pre-sales teams) to match customer needs is essential
• Self-starter that can work both as an individual contributor and team player who can drive the account growth