BDM-Consulting

Organisation-Wipro Infotech
Designation-BDM-Consulting
Location-Gurgaon
Division-Professional Services

Responsibilities:

The person will have to effectively use his domain knowledge in understanding trends in IT usage in government and develop specific offerings in the segment in consultation with the practice team.
He will have to effectively liaise with principals, partners and customers, support field sales team in pre sales efforts.
The person should have a good understanding of the various technology options available and be able to independently select the right technology.
Looking at a good combination of customer handling skills and technology architecting (presales) skills.
Person will own the business number target for current practice and new practice.

Skills Required:

Should have 8-15 yrs of experience in consulting.
Good communication skills, team work with other teams not directly reporting into him, ability to present to customers, appetite for market research, and business development, domain knowledge of government a must.

Strategic Account Manager

Organisation-Wipro Infotech
Designation-Strategic Account Manager
Location-Gurgaon
Division-Strategic Sales

Roles & Responsibilities:

• Annual revenue accountability - Rs 100 - 120 Cr's
• Serve as a single point of contact for large customer and for all presales, sales and after sales engagements
• Manage and supervise assigned operations to achieve goals within available resources and leverage resources from divisions and verticals for customer requirements
• Responsible for being a single face of Wipro to the customers for all regional accounts predominantly in the BFSI/Power vertical
• Responsible for contributing quality information on Market, Industry, competition, win loss analysis of large orders & account information to the KM initiative
• Develop a strategic relationship with the accounts, which is mutually beneficial at all, levels.
  Transactional calls (meetings to sort out issues related to deliveries, proposals, pricing, support problems etc.)
• Review the current performance levels; accounts and action plan to meet targets.
• Plan long term actionable to increase customer satisfaction
• Increase share of wallet and get business for new LOB's.
• Goaled on revenue generation and customer satisfaction for strategic accounts
• Establish and enhance relationship with customers and principals

Key Skills:

• Should have 8-15 yrs of experience in IT Solution Sales like networking, storage, security or server solutions etc.
• Should be catering to either Power, BFSI, Defense or PSU vertical
• Business Expertise and knowledge of sales process & the business nuances in Power Sector
• Understanding of technology (hardware & software) and Sales and account management

Behavioral & Managerial Competencies

• Good negotiation skills, problem solving skills and analytical skills
• Effective communication and interpersonal skills
• Work collaboratively and co-operatively across the whole organization and with key stakeholders Commercial orientation & Relationship orientation

License Sales Specialist-Microsoft

Position: License Sales Specialist
Location: Delhi
Organisation: Microsoft

Group and Job Profile:
SMB Licensing Specialists play a key role in SMB Depth Opportunity Engine via driving and integrating VOLUME LICENSE programs in the subsidiaries with a goal to maximize VOLUME LICENSE revenue and execute on the WW Licensing strategy. The primary focus is to drive new annuity deals, annuity renewals, increase annuity penetration, and essentially champion all VOLUME LICENSE sales efforts.
In addition to that the Licensing specialist will serve as an escalation point for roadblocks in driving revenue and CPE issues realted to Licensing in SMB and is responsible for channel and field readiness.
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1. Build and execute on a plan aimed to achieve subsidiary SMB annuity growth, renewals and penetration goals.
2. Drive annuity recapture in EA, Select, Open Value and Open by transitioning /consolidating customers to EA and OPEN VALUE.
3. Grow new Annuity revenue in the depth mid-market segment
4. Increase SAB Activation rate
5. Increase NSAT around Licensing
6. Be responsive to inquiries by partners & customers, resolve customer/partner complaints, and put into place sources of information & answer resolution for customers & partners.
7. Support the purchase cycle experience through MMRP program (in regions where applicable).
8. Large Opportunity Wins (Big IT):
a. Serve as point person for securing and winning large mid-market annuity deals. Serve as escalation point for closing EA/OV deals.
b. Collaborate with the PAM Opportunity Managers (OM) to secure large annuity wins.
c. Pass Empowerment training & implement process within your subsidiary.
9. Serve as “The Point Person” for all Readiness activities related to EA and Select
10. Ensure integration of volume licensing in all product marketing, customer marketing and partner readiness activities (e.g. Customer Campaigns, Renewal Campaigns, etc…).
11. Train and ready marketing managers, partner managers, and channel partners in licensing and licensing campaigns.

o Software activation plans
o New VOLUME LICENSE opportunities
o OL opportunities
o OV strategy to grow new Annuity revenue in Depth and Breadth markets
o Promotions, incentives and rebates.
o Support the purchase cycle experience through the MMRP program (where applicable).
o Identify and provide guidance on renewal opportunities.
o Partner and customer inquiries.
§ Resolve customer/partner complaints.
§ Establish an easily accessible, centralized knowledge-bank of information and answer resolutions for customers and partners.
o Other relevant licensing campaigns.

Solution Specialist-Public Sector

Position: Solution Specialist – Public Sector
Location: Delhi
Organisation: Microsoft


Responsibilities:
Ø Decide what solutions are wanted and needed. Decide how to roll those solutions out to the field, partners and customers in coordination with the account team.
Ø Build and manage a sales pipeline for the products on your quota working with account unit team members and other specialist sales roles.
Ø Accelerate adoption of GTM solutions based on Microsoft Office System to achieve customer satisfaction and reference accounts / case studies for future sales
Ø Develop in-depth understanding of these products and related solutions and the value they bring in solving business problems
Ø Impact Field Sales by providing industry specific knowledge and expertise.

Requirements and Skills/Qualifications:
A. Strong, proven track record of solution selling, based on business value principles, including 7-10 years of experience focused on selling solutions to solving Enterprise customer problems based on technology (preferably in the government vertical)
B. Preferable an MCSD or competitive certifications in development space.
C. Strong objection handling skills
D. Demonstrated ability to perform beyond the typical sales role, e.g. breaking the mold in terms of size transaction and complexity of sale
E. Demonstrated ability to develop strong relationships with counterpart sales teams in key partners (SIs, Outsourcers, and ISVs)
F. Problem Solver – Uses systematic approach to uncover true problem(s) and practical solution and can marshal resources to solve problem
G. Meaningful prior work experience at one of the following:
o IT Consulting or Services company
o IT department at large industrial company
o Large competing software companies
H. High levels of technical competence and ability to translate Microsoft Products to Customer Solutions.

Regional Channel Manager-Microsoft

Position Title: Regional Channel lead
Reports To: Country Channel Lead
Organisation:Microsoft

Job Profile:

Responsible for the West region Channel business in the SMB segment.The West region channel team reports to him
Responsible for managing Large Opportunities with the assistance of a Large Opportunity Manager reporting to him. These LOs will typically be created either by the Telesales team or by a Partner and will involve complex infrastructure, MBS products, competitive situations, license compliance situations, EA or complex solutions involving Server and solution selling. The LOM will engage with both customers and Partners to ensure that the LO in managed in the correct way through to closure. The LOM is “partner independent” and will recommend the best partner for the customer environment working with other MM resources to do this. It is expected that a substantial proportion of the LOM’s time is customer facing.



Educational Qualifications and Experience:
· 8 plus years of relevant experience.
· The ideal candidate will have a BS/BA degree or equivalent work experience combined with a minimum of 8 years relevant sales experience in medium complex customer account environments. Candidate must have a history of successful and proven performance working with companies, dealing with CXO level, and consistently exceeding objectives.
· Required Bachelors Degree (BS/BA) in Business, Marketing or computer-related
· Knowledge of Microsoft’s products & channel model.

Large Opportunity Manager-Microsoft

Position Title: Large Opportunity Manager (LOM)
Reports To: Regional Lead
Organisation: Microsoft

Job Profile:

The Mid Market workgroup manages the Medium Business Segment to maximize revenue and revenue growth, and customer and partner satisfaction. This includes demand creation, sales force planning and opportunity pipeline management. The team oversees the Customer Relationship Marketing execution for New and Existing Customers and ensures Customers retention and nurturing.
The LOM is responsible for managing Large Opportunities. These LOs will typically be created either by the Telesales team or by a Partner and will involve complex infrastructure, MBS products, competitive situations, license compliance situations, EA or complex solutions involving Server and solution selling. The LOM will engage with both customers and Partners to ensure that the LO in managed in the correct way through to closure. The LOM is “partner independent” and will recommend the best partner for the customer environment working with other MM resources to do this. It is expected that a substantial proportion of the LOM’s time is customer facing.


Educational Qualifications and Experience:

· 5 - 8 years of relevant experience.
· The ideal candidate will have a BS/BA degree or equivalent work experience combined with a minimum of 5 years relevant sales experience in medium complex customer account environments. Candidate must have a history of successful and proven performance working with companies, dealing with CXO level, and consistently exceeding objectives.
· Required Bachelors Degree (BS/BA) in Business, Marketing or computer-related
· Knowledge of Microsoft’s products & channel model.

Regional Manager

Position: Regional Manager
Organisation: Wipro Infotech
Division: 3D
Location: Bangalore

Key Skills:

• 8-12 years experience in Service Sales like, AMC, Resources, FM, MIT, Project Mgmt., Project consultancy etc.
• Meeting revenue and collection Targets.
• Regularly Target revenue from high growth accounts
• Female Candidates will be given preference.

Roles & Responsibilities:

• Service Sales like, AMC, Resources, FM, MIT, Project magt, Project consultancy etc.
• Meeting revenue and collection Targets.
• Regularly Target revenue from high growth accounts.
• Maintaining Customer database in terms on Contract Expiry / Renewal.
• New & Renewal Services Quote submission to the customer.
• Negotiating on renewal contracts.
• Managing Accounts receivables from customers for Services invoices Service Sales like, AMC, Resources, FM, MIT, Project Management, Project consultancy etc.

Regional Manager

Position: Regional Manager
Organisation: Wipro Infotech
Division: 3D
Location: Delhi

Key Skills:

• 8-12 years experience in Service Sales like, AMC, Resources, FM, MIT, Project Mgmt., Project consultancy etc.
• Meeting revenue and collection Targets.
• Regularly Target revenue from high growth accounts
• Female Candidates will be given preference.

Roles & Responsibilities:

• Service Sales like, AMC, Resources, FM, MIT, Project magt, Project consultancy etc.
• Meeting revenue and collection Targets.
• Regularly Target revenue from high growth accounts.
• Maintaining Customer database in terms on Contract Expiry / Renewal.
• New & Renewal Services Quote submission to the customer.
• Negotiating on renewal contracts.
• Managing Accounts receivables from customers for Services invoices Service Sales like, AMC, Resources, FM, MIT, Project Management, Project consultancy etc.
  

Regional Manager

Position: Regional Manager
Organisation: Wipro Infotech
Division: 3D
Location: Mumbai

Key Skills:

• 8-12 years experience in Service Sales like, AMC, Resources, FM, MIT, Project Mgmt., Project consultancy etc.
• Meeting revenue and collection Targets.
• Regularly Target revenue from high growth accounts

Roles & Responsibilities:

• Service Sales like, AMC, Resources, FM, MIT, Project magt, Project consultancy etc.
• Meeting revenue and collection Targets.
• Regularly Target revenue from high growth accounts.
• Maintaining Customer database in terms on Contract Expiry / Renewal.
• New & Renewal Services Quote submission to the customer.
• Negotiating on renewal contracts.
• Managing Accounts receivables from customers for Services invoices Service Sales like, AMC, Resources, FM, MIT, Project Management, Project consultancy etc.
  

Sales Manager

Position: Sales Manager (Account Manager/Sr Account Manager)
Organisation: Wipro Infotech
Division: 3D
Location: Chennai

Key Skills:

• Must be BE /BTech in Telecom or Electronics / Technical Degree BSC-IT and MBA will be preferred.
• Minimum 2-8 yrs of experience required
• Must be working with a SI, IT, Carrier company managing Product/Services Sales.
• Should be Carrying Targets.

Roles & Responsibilities:

• Ensure 100 % conversion of AMC to AMC & Warranty to AMC. To ensure submission of proposals 45 days in advance, Signing of contracts on time, Invoicing and timely collection of revenues.
• Venture new avenues for up sale of RE/FMS and other services.
• Target existing customer base for Multi Vendor Support services (MVS).
• Target Competition Accounts for MVS.
• Generating MIS.
• Monthly meetings with top 10 customers from region.