Wipro BPS - Solution Architect - Presales & Solution - Finance & Accounts Domain

Job description:

The Pre-Sales Consultant is responsible for supporting the Sales team in closing small to medium sized deals in the Finance & Accounting LOB within BPS. He/she is responsible for supporting the sales team in winning the deal by putting together a solution (in collaboration with the SMEs) that addresses client requirements while ensuring Wipros interests are met.

Active involvement in the lead to closure cycle for BPS by leading the following activities:

- RFx / Bid response

- Create pro-active proposals for clients in discussion with sales teams

- Coordination with all stakeholders (sales, solutions, operations, pricing, transition, technology, facilities et al) to ensure timely and high quality proposal submission

- Manage client visits at Wipro centers during lead to closure cycle

- The role will require acquiring thorough knowledge of Wipro's capability and credentials in BPS and the existing solutions and offerings in this space.

- Act as a custodian of all go to market (GTM) decks and offerings in the BPO space.

Qualifications:

- Extensive experience in BPO pre-sales (bid management, due diligence etc.) managing global clientele will be a major advantage.

- Thorough understanding of sales cycles and buying process, funnel and pipeline management.

- Building proposals and interaction with internal delivery, finance, legal, HR, marketing teams in developing account specific communique.

- Pre-sales support in the form of responding to RFPs, RFIs, preparing proposals, presentations, creating research and business reports, handling client visits.-

- Establishing processes & templates for streamlined responses to RFPs, RFIs or other customer touch points.

- Excellent communication skills is a key pre-requisite.-

- Prior experience in Finance and Accounting LOB is mandatory.

Roles and Responsibilities:

- Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings

- Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other groups

- Aligning final solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions

Commercial and Financial Responsibilities

- Preparing the BD spend estimate, schedule, work plan, resource/sourcing plan

- Understand and clearly define the input required to create cost estimates; Preparing the cost model estimates working with Service Delivery, Solution Management (if applicable) and to deliver the defined scope of services and contacts

- Works with internal teams and client representatives to create agreeable terms for documents such as MSA, NDA etc as part of SL offering

- Ensures legal, environment and other compliance as applicable in collaboration with the Legal, IMG, FMG and other support teams w.r.t the Service Line offering

Knowledge Management:

- Works on case studies to be published to the external world

- Creates collaterals, account dockets etc that can be reused by the team

- Creates standardized templates for replicating across RFPs-

Functional Competencies:

- Applying Market Research - Developing

- Applying Client Research - Developing

- Commercial estimation and Financial modeling - Proficient

- Project Planning and Execution - Proficient

- Negotiation - Developing

- Proposal Writing - Expert

Desired Candidate Profile

- CA/ICWA or Post Graduate Preferred

- Minimum 12 Yrs + of Work Experience including min 5 years in pre sales & solutioning.

- Strong verbal communication, interpersonal, influencing and persuasion skills

- Experience with Outsourcing in regards to Solution Planning/Deal Shaping preferred

- Exposure to Analytics/ Automation/ Technology/ Artificial Intelligence/ Robotics

- Experience in business development/ sales strategy/ proposal development would be a plus

- Strong commitment to delivering value to clients

- Strong business acumen and understanding of financials

- Penchant for sales in BPO/Industry 

- Strong Client management experience

- Good adaptability to different and changing environments

- Good executive presence