Job Title: Commercial & Relationship Manager

City: Mississauga

State/Province: Ontario

Posting Start Date: 9/9/26

Wipro Limited (NYSE: WIT, BSE: 507685, NSE: WIPRO) is a leading technology services and consulting company focused on building innovative solutions that address clients' most complex digital transformation needs. Leveraging our holistic portfolio of capabilities in consulting, design, engineering, and operations, we help clients realize their boldest ambitions and build future-ready, sustainable businesses. With over 230,000 employees and business partners across 65 countries, we deliver on the promise of helping our customers, colleagues, and communities thrive in an ever-changing world.

For additional information, visit us at www.wipro.com.

Role Purpose The purpose of this role is to increase revenue, maximize process efficiency & cost-effectiveness, and ensure excellent customer experience, through effective leadership and supervision of daily operations and personnel, strategy planning, contract compliance, resource optimization, and capability development for an account.

Responsibilities

- Maximize process efficiency and cost-effectiveness through strategic planning, contract compliance, and governance mechanisms

- Strategy Planning with Senior Stakeholders & Clients: Collaborate with leaders to provide strategic and operational plans associated with the account
- Plan the strategy for the coming years by identifying new geographies for alternate revenue streams
- Collaborate with clients and identify countries that need to be mapped to bring revenues for the same product
- Be part of internal WIPRO leadership planning meetings to discuss revenue numbers for the account
- Report to the global delivery account head on the status of the account
- Ensure a deep enough understanding of clients' individual experiences to head off potential issues before they become problems

- Contract compliance & adherence: Ensure all SLA parameters are met in the account and maintain a green card at all times

- Review and drive appropriate actions/systemic changes on internal and external audit findings to ensure no major non-compliances are cited
- Monitor and review the account on various delivery parameters to ensure quality delivery as per budget and timelines

- Delivery governance in the account: Understand customer goals and key performance metrics and ensure exceeding those goals throughout the project

- Ensure a green card for all accounts in terms of performance and quality
- Monitor and review delivery dashboards/MIS across accounts to track progress and identify potential red flags
- Participate and share account performance across operational, quality, and fulfillment parameters with internal and external stakeholders
- Lead and manage project escalations, potential risks, or early warning signs on project delivery to eliminate any revenue leakage
- Ensure regular invoicing as per the contract terms and conditions
- Forecast and track key account metrics

- Invoicing: Timely submission of invoices to the client as defined in the SOW

- Provide information required and resolve any invoicing issues raised by the client

- Work with internal teams by supporting activities such as RFP response, doing use capability demonstrations, and participating in customer calls to sell solutions

- Identify opportunities for quick wins through automation and related initiatives in the account (wherever applicable)

- Collect and analyze statistics (costs, customer service metrics, etc.)

- Assume responsibility for budgeting and tracking expenses

- Ensure outstanding performance against key metrics mentioned in the agreement: Regular cadence around contract compliance

- Evaluate performance with key metrics (accuracy, customer service metrics, etc.)
- Set direction for the team, track progress against targets through regular cadence calls, and course correct as required
- Drive the focus of the team on quality and adherence to contract compliance processes




- Drive and implement structured cadence around quality, both process and transactional
- Cadence with delivery lead to ensure margins are met and the account numbers are at par with what is committed
- Weekly calls with WFM to ensure resource optimization, compliance with the manpower numbers agreed in the contract, future planning in case of ramp-ups, etc.

- Resource Allocation & Retention: Conduct effective resource planning to maximize the productivity of resources (people, technology, etc.)

- Review and monitor resource planning and fulfillment in line with account requirements and costs of delivery
- Optimize manpower and minimize leakages by working closely with the delivery head
- Ensure retention by offering relevant training and certifications for all allocated resources
- Lead one-on-one floor connect and other engagement activities to improve stickiness of the delivery team
- Collaborate and influence internal key stakeholders to manage and resolve issues to ensure fulfillment and flawless delivery of projects

ROLE OVERVIEW The Commercial & Relationship Manager is the commercial integrator and trusted relationship lead for the account. The role connects client priorities with Wipro delivery, finance, legal, procurement, and partner teams while owning the account's commercial and contractual health. The incumbent builds credibility across leadership, the Vendor Management Office (VMO), operational stakeholders, and strategic suppliers; anticipates concerns; resolves disputes; and converts complex contractual and financial matters into clear decisions, actions, and measurable value.

KEY RESPONSIBILITIES

- Client Relationship &

• Executive Stakeholder Management:

Build and sustain trusted relationships with customer VMO, leadership, IT, and operational stakeholders. Establish regular governance, understand stakeholder priorities, communicate transparently, manage expectations, and act as an effective bridge between the customer and Wipro leadership.
- Contractual Understanding &

• Management:

Interpret and govern master agreements, SOWs, schedules, SLAs, pricing mechanisms, obligations, and liabilities. Maintain a clear obligations register, protect contractual positions, and ensure decisions are supported by accurate records and audit trails.
- Change Orders, Disputes &

• Negotiations:

Lead commercial discussions on amendments, change requests, renewals, claims, and aging disputes. Build fact-based positions, align internal stakeholders, negotiate balanced outcomes, document decisions, and drive actions to closure.
- Vendor &

• Partner Relationship Management:

Manage the vendor lifecycle across strategic and tactical suppliers, including sourcing support, onboarding, contractual governance, performance reviews, SLA/KPI monitoring, renewals, escalations, and third-party risk. Balance service continuity, cost, risk, and client commitments.
- Airline &

• Ecosystem Stakeholder Coordination:

Support commercial and billing relationships across the airport ecosystem, including airline stakeholders where applicable. Coordinate issue resolution, clarify responsibilities, and maintain dependable communication across multiple parties.
- Cross-functional Leadership: Partner with delivery, finance, legal, procurement, security, project teams, and offshore operations. Create shared ownership of commitments, remove decision bottlenecks, mentor team members and ensure timely, high-quality execution.
- Governance, Reporting &

• Executive Communication:

Lead or support monthly and quarterly governance, contract performance reviews, and executive updates.



Present concise, decision-ready views of financials, risks, disputes, vendor matters, actions, and emerging priorities.
- Commercial Governance &

• Value Realization:

Own commercial performance across the account, including budgeting, forecasting, P&L; governance, cost control, rate-card validation, invoicing, true-ups, and benefit tracking. Translate data into clear insights and recommendations for client and account leadership.
- Compliance, Controls &

• Audit Readiness:

Ensure engagements meet contractual, regulatory, security, and internal control requirements. Maintain complete documentation, approval evidence, and an audit-ready commercial and contract repository.

SUCCESS MEASURES

- Trusted stakeholder relationships, clear governance, and timely escalation of material issues.
- Commercial outcomes delivered without compromising contractual compliance, service continuity, or long-term account relationships.
- Accurate forecasts, billing, reporting, and contract records with strong control discipline.
- Renewals, changes, disputes, and vendor actions progressed within agreed timelines.
- Clear ownership across cross-functional teams and improved stakeholder confidence in Wipro's responsiveness and advice.

CORE COMPETENCIES

- Relationship Leadership: Executive presence, trust building, stakeholder mapping, influencing, expectation management, and conflict resolution.
- Commercial &

• Financial Acumen:

P&L;, budgeting, forecasting, billing, cost control, pricing, rate cards, and value realization.
- Contract &

• Risk Management:

MSAs, SOWs, schedules, SLAs, obligations, liabilities, change control, negotiation, and audit readiness.
- Vendor &

• Ecosystem Governance:

Supplier lifecycle, sourcing, renewals, performance, escalations, and third-party risk management.
- Strategic Communication: Concise executive reporting, fact-based storytelling, negotiation, and decision facilitation.
- Leadership &

• Execution:

Cross-functional alignment, team mentoring, prioritization, ownership, and disciplined follow-through.

QUALIFICATIONS &

• EXPERIENCE

- Chartered Accountant (CA) or CPA, or MBA in Finance from a reputed institution.
- Significant experience in client relationship management, commercial/contract governance, financial management, vendor management, or VMO functions within a large, multi-year IT services or outsourcing environment.
- Demonstrated ability to manage senior client relationships, complex negotiations, disputes, and cross-functional decision-making.
- Robust understanding of IT services commercials, procurement, supplier contracts, SLAs, change control, billing, and financial governance.
- Strong executive communication, analytical judgment, influencing, and team leadership skills.
- Experience in a complex, regulated, airport, transportation, or multi-stakeholder operating environment is an advantage.

Mandatory Skills: Project Management

Experience: >10 YEARS The expected compensation for this role ranges from CAD 110,000 to CAD 160,000.

Reinvent your world. We are building a modern Wipro. We are an end-to-end digital transformation partner with the boldest ambitions. To realize them, we need people inspired by reinvention. Of yourself, your career, and your skills. We want to see the constant evolution of our business and our industry. It has always been in our DNA - as the world around us changes, so do we. Join a business powered by purpose and a place that empowers you to design your own reinvention.

Wipro is committed to creating an accessible, supportive, and inclusive workplace. Reasonable accommodation will be provided to all applicants, including persons with disabilities, throughout the recruitment and selection process. Accommodations must be communicated in advance of the application, where possible, and will be reviewed on an individual basis. Wipro provides equal opportunities to all and values diversity.

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📌 Commercial & Relationship Manager (Canada)
🏢 Wipro
📍 Canada