Wipro - Deal Pursuit Leader - Mfg Vertical

Job Summary:

- This career opportunity is with Wipro Technologies Pre-Sales Team for Manufacturing SBU. This team looks after all pre-sales needs globally for Industrial Manufacturing Vertical.

This team is chartered with:

- the responsibility of leading complex global deals with clients covering all areas of IT services in global markets – Business Application, Infrastructure and Business Process Outsourcing.

- provide leadership to multi-service line team responsible for responding to bids/proposals

- provide sales enablement support to the sales team across geographies

- The Pre-Sales Team is a select group of accomplished individuals who provide leadership to these pursuits and are responsible for end to end management of opportunities.

- This includes sales support, solution strategy, solution presentation, customer management, business case preparation and commercial modeling, pricing and contract negotiations.

- The individual needs to work in an eco-system of client partners/account managers, delivery managers as well as service line to provide sales enablement for the vertical.

- It is a high visibility role within the SBU as it directly contributes to business growth and needs close interactions with key internal stakeholders – senior management, business finance and delivery heads.

Roles and Responsibilities:

Key Responsibilities:

- Complete ownership of Solution strategy, development and presentation

- Create a deal win plan aligned to customer’s outsourcing objectives

- Perform SWOT analysis against the competitors to further streamline the deal win plan

Stakeholder mapping and bid management :

- Understand the key decision makers in the customer organization - executive sponsor, technical buyers, commercial buyers and influencers to create a stakeholder mapping and communication plan for the deal

- Ramp-up an internal Wipro team to align with the customer stakeholders and also to help create a winning response. Manage the bid from inception to the close of the contract.

Solution Architecture:

- Provide leadership to the team in creating technical solution aligned to client objectives and solution drivers

- Create commercial models and innovative pricing models based on the proposed technical solution

- Ensure alignment of our responses to the defined deal win plan for the opportunity

Customer Interactions and Communication :

- Responsible for successfully managing and coordinating solution walkthrough workshops with customers

- As the person matures in this role he/she will need to play a lead role in anchoring solution walkthrough with customers

- Managing India campus visits by customers as a part of deal pursuits

Sales enablement support :

- Proactive opportunity and solution identification for key client accounts

- Create preparatory notes with for senior management meeting with clients

- Create proactive proposals for identified client areas

- Work with client partners, account managers, delivery managers as well as service line leaders to provide necessary support to business growth.

Role Demands:

Prior Experience :

- About 9 - 15 yrs of experience in working in the IT services industry or any industry specific to the Industrial Manufacturing.

- Experiences in pre-sales solution building and leadership for large outsourcing deals will be an advantage.

- Outstanding leadership and communication skills

- Polished verbal and written communication style. Ability to confidently build a strong rapport with customer teams.

- Ability to drive consensus among internal stakeholders towards focused goal. Comfortable in interacting with and presenting to executives and senior business leaders

- Excellence in strategic and analytical thinking

- Excellence in Business analysis to address customer problems and quick analytical thinking

- Self-Guided Attitude

- Qualified candidates will understand how to produce results when working in challenging client environments and/or new business areas.

- Willingness to go beyond the stated scope and facilitate the best outcome.

- Experiences with large outsourcing deals across Apps and Infra will be desired.