Key Result Areas:
- Establish and enhance Wipro’s Enterprise Security Services (ESS) presence in the APAC region
- Achieve ESS revenue and order booking goals for the region
- Build demand for new services models e.g. project based, managed services, annuity business in line with set targets
- Achieve revenue goals set with strategic partners and in the areas of solutions offered
- Lead a team of sales people that would focus on the ESS business in APAC
- Hunt for opportunities in new accounts and mine existing accounts for new opportunities in Identity & Access Management, Infrastructure Security, Firewall Operations, User Management functions, data loss prevention, Managed Security Services, Security Testing, Threat & Vulnerability Management, etc.
- Understand customer challenges and provide feasible solutions (proactive where possible) to the challenges faced
- Be able to craft and showcase transformational solutions with Sr. Management (CIO OR CISO level) in the customer’s organization
- Engage with Account BDMs and plan jointly w.r.t approach and activities for Business Development within accounts
- Develop long term relationship with appropriate stake holders within customers, some of whom should be reference-able
- Engage with Partners and establish Wipro as a partner of choice
- Engage with stakeholders within the organization and work with them for crafting opportunities
Personal Attributes:
- Ability to convince the customer on the solution being presented and Wipro’s Security capabilities
- Ability to understand customer dynamics and reaching out to the right people who can influence outcomes
- Building and Nurturing relationships – both internal and external
- Extrovert and affable, strong team leadership skills
Professional Experience:
- 15+ years in the IT industry out of which at least 10 years should be in a pre-sales/Business Development role, preferably in Security services. Prior experience leading a sales team would be an advantage.
- Experience and understanding in crafting and selling solutions in the Security Services space.
- CISSP/CISM/CISA preferred
- Understanding of the onsite – offshore delivery model
- Existing relationships with clients in APAC and security partners is highly desirable
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