Brownfield Sales Account Executive

BBBrownfield Sal

BROWNFIELD SALES ACCOUNT EXECUTIVE

PURPOSE

Farm existing client relationships where the client already operates a GCC in India — deepening Wipro’s footprint by shaping transformation and managed-services opportunities within those established centres.

es Account Executive

JOB DESCRIPTION — KEY RESPONSIBILITIES

• Own a portfolio of allocated Metal/Non-metal Accounts in an assigned sector (BFSI / Consumer / Health / EMR / Tech & Comms) that already run a GCC in India.
• Farm and grow these accounts — identify scope expansion, capability uplift, transformation and managed-services opportunities within the client’s GCC.
• Work closely with Wipro’s Global Account Executives and SMU teams to co-shape and position GCC opportunities.
• Build relationships with client GCC heads and functional leaders.
• Co-create solutions with the GCC Solutions & Offerings team and the GBLs; manage pursuits to close.
• Maintain account plans, pipeline and forecast for the assigned portfolio.

HOW WE MEASURE THIS ROLE — KPIs

• Brownfield revenue growth & OB from assigned accounts vs. target
• Account penetration / share-of-wallet growth
• Expansion opportunities shaped and won
• Pipeline coverage for the portfolio
• Joint-pursuit win rate with Global AEs
• CSAT and NPS

EXPERIENCE REQUIRED

• 10–16 yrs in account management / farming in IT/BPM services, with sector domain knowledge and experience operating in a matrixed account model.

CORE COMPETENCIES

• Account farming
• Sector domain expertise
• Cross-team collaboration
• Relationship management
• Opportunity shaping
• Commercial acumen.