Practitioner Sales - Infra
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Topcoder is the leading platform for enterprise crowdsourcing helping customers achieve their digital, innovation, and engineering goals. This individual contributor position is solely responsible for generating business at new accounts and expanding business at existing accounts within a specified territory. It is a mix of territory management and solution selling, including leveraging Topcoder’s growing partner ecosystem of GSIs and delivery partners to provide best outcomes for customers. Ideally Account Managers become the “crowd advisor” for enterprise customers and motivate them to expand usage of the Topcoder platform and offerings.
Job Responsibilities
Meet, and exceed revenue quotas.
Provide account based forecasting for revenue based on active and upcoming projects.
Actively expand existing accounts to ensure achievement of account based revenue targets.
Maintain currency on industry trends with respect to development, design, and data science, and articulate how clients can use crowdsourcing to approach these trends.
Comfortable working across multiple industries and leveraging internal and partner expertise to translate crowdsourcing benefits into industry specific message.
Quickly apply subject matter and technical expertise to client problems to map them to solutions using specific Topcoder crowdsourcing offerings and capabilities.
Manage account based sales programs (e.g. QBRs) and ensure interlock with other functions, including product management, marketing, etc.
Build strong multi-level relationships from individual contributor through senior executive (including CxO). This will requiring participating in program and project discovery meetings through strategic planning sessions.
Serve as escalation point for customer and internal resources related to all account operations, e.g. delivery, invoicing, collections.
Ensure high NPS across accounts and drive renewals to prevent churn.
Provide account history update (annually) and customer win details (as they happen) to marketing
Education Requirements:
BA/BS or equivalent; MBA is a plus; or equivalent combination of education and experience
Sales Qualifications:
5+ years experience complex sales, solution selling, strategic accounts selling including any combination of hunting, farming, or technical sales roles
Proven track record of meeting and exceeding quotas
This is a direct sales role.
Must be located in geographic territory - relocation will not be considered, For US only, Not eligible for any Visa Sponsorship
Experience working with Account teams in areas of Digital or emerging technologies
Technical Knowledge Needed:
Hands on experience with design, development, or data science projects for either Enterprise or Technology companies
Experience in IT technology consulting projects in areas of analyzing existing system architectures and technology portfolio; make recommendations for improvements and/or alternatives e.g. cloud / mobility
Knowledge/understanding of emerging technology stacks and Software development methodologies (Devops / Agile)
Soft skills Needed:
Drive and motivation to make crowdsourcing the next major industry trend.
Ability to quickly learn new technologies and apply them in real world situations
Superior communication skills (both for internal and external clients),
Very strong leadership qualities, and team oriented business values are essential.
Detail oriented, ability to do some hands on work if required
Customer Relationship Management:
Evangelizes Wipro’s Engineering solution into key customer stake holders
Establishes himself as a trusted client partner for technology challenges
Positions Wipro as a thought leader in the domain we support
Coordinates with the different Practice Groups, Vertical stakeholders and Delivery teams for the commercial estimates
Proven sales background with experience of handling Consumer, Retail and Banking domains
Excellent communications and presentation skills (written, verbal, interpersonal)
Excellent understanding of Engineering & IT delivery models and pricing models
Excellent organizational and analytical skills
Strong structured problem solving and insight development skills
Ability to work effectively in a remote, virtual, global environment
Excellent attention to detail and high capacity to take calculated risks
Knowledge of Systems of innovations and an understanding of how Cloud, Mobility, Digital Engineering & Manufacturing, UI/UX, Social technologies.
Preferably an MBA from a Premier or Eminent institute or an equivalent record of performing at the level required for this role.
Have at least 10 years of experience overall in service industry, preferably Engineering Services
"Wipro is an Equal Employment Opportunity employer and makes all employment and employment-related decisions without regard to a person's race, sex, national origin, ancestry, disability, sexual orientation, or any other status protected by applicable law
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