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Job description



Brief Description

The successful candidate will play a critical Sales leadership role to double the size of Appirio's business in EMEA FY 21. They will manage and coach a growing team of Account Executives and take responsibility for a specified EMEA revenue target. They will demonstrate long-term potential to grow as a commercial leader in Appirio, where investment has been secured through two of the world's most prestigious private equity funds.

Description

About Us:

Appirio, a Wipro Company helps customers improve Worker & Customer experiences with outcome-oriented consultants who bring the latest digital thinking and unmatched cloud experience. We create actionable strategies that deliver results quickly, and help organizations adapt to a new experience-driven era. We do this by harnessing the power of one of the world's largest crowdsourcing communities and thousands of pre-built solution accelerators. Appirio is a trusted partner to some of the world's largest brands, including YP, Cardinal Health, Coca-Cola, eBay, Facebook, Home Depot, Sony PlayStation, Moen, and IBM.

Role Responsibilities:

Sales Leadership
  • Participate with executive staff in developing company strategy and resources;
  • Contribute to the development and strategies associated with the corporate sales and revenue plans;
  • Assist in developing pricing strategies and models;
  • Participate in and contribute to product development direction and strategies;
  • Ability to work cross-functionally;
  • Ability to effectively manage, motivate and demonstrate above average leadership with sales team and other support staff associated with the sales cycle;
  • Build strategic relationships with Customer stakeholders, Wipro Account executives & Wipro Industry leads

Sales Management
  • Oversee the development and execution of account plans with both our partners and prospects & Wipro account managers;
  • Act as a player-manager, act as a sales lead and establish & oversee deal teams on our biggest deals;
  • Meet and exceed assigned sales booking and revenue goals, monthly, quarterly and annually;
  • Hire, coach, mentor and manage sales team effectively;
  • Set individual sales quotas for sales team and drive personnel to meet these goals;
  • Engage consistently in direct sales and partner activities in order to drive actions and accountability from the sales team and outside teams/groups;
  • Develop and execute optimal sales process/methodology to meet targets goals;
  • Manage sales budget and headcount to plan;
  • Develop, analyse and monitor payment of sales compensation plans including commissions and other incentive programs;
  • Identify, negotiate and close major commercial agreements.

Pipeline and Forecast Management
  • Assure timely & efficient action and execution of sales leads and opportunities;
  • Work with VP Operations EMEA to build out the sales ('farming' and account management) component of our new client engagement model;
  • Analyse business performance, understand underlying drivers, set and achieve goals;
  • Refresh and refine our PR and marketing strategies;
  • Speak at conferences and drive other field marketing activities.


Person Description

Education and Experience
  • Minimum of 8 years experience of Sales Management;
  • Batchelors degree is essential.

Profile:

  • The individual will have a pedigree of individual sales achievement within the technology industry and leading Global System Integrators
  • Proven record of delivering an eight digit sales target in previous sales management positions;
  • Management of P&L
  • The position requires significant business maturity and the ability to present communicate and negotiate with customer and partner leadership executives;
  • A high-energy individual who is able to simultaneously manage multiple sales cycles and the ability to communicate and drive sales cycles with accuracy, reliability, and professionalism;
  • This position will work closely with marketing, delivery, business development and product management organisations, requiring a strong team ethic and willingness and ability to collaborate;
  • Ability to work independently, take initiative, work across functional teams and drive results;
  • Strong analytical, communication, writing and presentation skills;
  • Strong leadership ability and management experience;
  • Exceptional work ethic

Learn more about Wipro

Be unique. Be authentic. However you prefer to say it, we really mean it. Our culture embraces people’s diverse perspectives and creates a positive environment where everyone belongs. We’re determined to build a better, more connected world for everyone.

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