Job Description

Cloud Infrastructure Services Sales Director

Location: Austin, Texas

Job Type: Full-Time

Role Summary:

The Sales Director role for Cloud Infrastructure Services practice, leads the sale of Wipro’s platforms, solutions, and services into assigned accounts in the High Tech market. The Sales Director will act as a conduit between the Account Executives and the Technical Practice teams functioning as the technical deal owner, driving the process from lead generation to deal closure. As a key member of the pursuit team, the Sales Practitioner will also interact directly with client stakeholders and be expected to support the development of client facing artifacts

including proposals, statements of work and

The role will cover

1. Cloud Infrastructure Services – CIS (primary) – Must Have
2. Digital & Cloud - Digital Transformation & Apps Modernization to cloud – Nice to Have

Responsibilities:

1. Take primary responsibility of a portfolio of accounts for the Cloud Infrastructure Services (CIS) Service Line. Provide point of view and lead clients in defining their cloud and digital transformation journey, identifying opportunities for business, lead conversations and bring all the capabilities to the market. This includes working with the analysts, partners and other market facing functions for the industry segments.
2. Provide point of view and sell to clients in defining and executing cloud journey (including Cloud Xn & Cloud Ops), shape & pursue Cloud Infrastructure Managed Services TCO deals and bring all the capabilities across Service Desk, Operations Automation, AIOps, Datacenter Services (Compute, Storage, Backup, DR), Network transformation (including SDWAN, 5G, Data, Voice), End User Workplace Services and IT/OT Services. This includes working with the analysts, partners and other market facing functions for the industry segments.
3. Create POVs with the practice teams to help clients define / embark on their cloud transformation journey, proactively drive lead gen conversations leveraging the capabilities / offerings from FullStride Cloud Infrastructure Services
4. Take a consultative approach to sell proactively themes / CIS offerings e.g. datacenter / cloud transformation, Cloud migration / modernization, workplace / end-user experience transformation, network / SDWAN transformation, storage transformation, Operations Automation and cloud economics / FinOps.
5. Drive complex integrated Hybrid Managed Services including Cloud Infrastructure Operations across towers and partner with other service line colleagues on Hybrid Application Managed Services across Digital & Enterprise Applications (Commerce, Marketing, SAP, Oracle, Salesforce etc.) to enable Integrated Operations and TCO benefits for clients.
6. Work with Partner ecosystem across CSPs, OEMs and new age partners to drive a collaborative GTM and proactive deal shaping.
7. Collaborate with pre-sales, practice leads, delivery leads, finance, legal, and other internal functions to translate customer requirements to commercial proposals, often taking a hands-on role in proposal creation.
8. Work collaboratively with Client Partners and Global Account Executives in a matrix model to sell into their accounts and expand Cloud Infrastructure Services presence in your named portfolio of accounts. Own the opportunity management cycle: prospect, qualify, propose, close

Role KPIs

1. Responsible for new Bookings (TCV & ACV) for the portfolio
2. Translate bookings to Revenue growth for the portfolio.
3. Drive forecast / projections on a monthly basis with no more than a 5% variance.

Experience:

1. 15+ years of overall experience in IT services company organization functioning in a globally distributed delivery model

• 5+ years of proven experience in business development, identifying, qualifying, and closing large scale pursuits
• 5+ years of proven experience in project / program delivery

1. Must have experience of selling Cloud Infrastructure Services in an individual capacity.
2. Must have consultative skills to sell Cloud Transformation and Cloud Infrastructure Managed Services
3. Nice to have past experience in Cloud Infrastructure consulting / delivery / Practice SME roles in the above areas
4. Must have managed a portfolio of $20-30M or more annually with demonstrated growth over the past 3 years
5. Should have similar experience with leading SIs / GSIs in the Americas market and good understanding of the above mentioned industry segment needs

Why work at Wipro?

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.

Expected annual pay for this role ranges from $200,000 to $280,000. Based on the position, the role is also eligible for Wipro’s standard benefits including a full range of medical and dental benefits options, disability insurance, paid time off (inclusive of sick leave), other paid and unpaid leave options.

All of our employees are expected to embody Wipro’s 5-Habits for Success which are: Being Respectful, Being Responsive, Always Communicating, Demonstrate Stewardship, Building Trust.

Wipro has been globally recognized by several organizations for our commitment to sustainability, inclusion, and diversity. Social good is in our DNA, we believe in sustainability for the health of our planet, its inhabitants, and our business. For over 75 years we have operated as a purpose-driven company with an unwavering commitment to our customers and our communities. Energized by what we call the Spirit of Wipro, we commit ourselves to being a catalyst for change – working to build a more just, equitable and sustainable society. Around 66% of Wipro’s economic ownership is pledged towards philanthropic purposes.

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