- Presales Head is responsible for driving the vertical Pre-Sales team in supporting the sales team by creating the right solutions for identified opportunities as well as assisting in identifying and closing new opportunities Objective/Purpose: - The Presales Head enables the sales effort by driving the team to create solutions that address customer requirements. The Presales Head is also responsible for competency development of the team. The Presales head is accountable for revenue and order book growth for the vertical. Strategy Development and Deployment: - Drives sales strategy planning for the vertical - Creates a 3 - 5 year plan for the vertical - Enables the sales strategy by aligning the presales structure and goals of the team with the strategy - Provides a presales perspective during the account planning sessions for the vertical Deal Architecting: - Structures large / medium complexity deals from the financial, delivery, solution etc perspectives - Advices and at times decides on the pricing model for the deal eg- ticket pricing, gain share etc - Considers different variables eg: impact of rebadging people across multiple geographies etc while taking critical decisions - Decides on alliance / partnerships required to execute the deal at a global level - Advices on creating a winning proposition by considering different aspects required to execute the dealSolution Definition / Integration / Generation: - Provides insights during the solution generation process to ensure alignment with the customer requirements - Provides an industry perspective to ensure that Wipro's solution is technologically competitive - Presents / defends the solution / proposal in front of the prospective client and handles queries (along with other members of the team) - Showcases Wipro's recommended solution as a strategic fit with the customer's business / requirements - Works with internal team (Wipro) to create domain specific offerings - Negotiates with the customer with a view to accommodate customer interests while balancing Wipro's interests Delivery Transition: - Ensures that the team effectively completes transition of the successful deals to the delivery teams Contract and Compliance Management: - Ensures compliance to various terms and standards Commercial Architecting / Estimation: - Determines the pricing model to go with after evaluating all options - Works in collaboration with the BFMs/ Service Line(s) to determine the deal margins - Develops understanding of the competitor pricing strategy and applies the same during selection of pricing model and commercial estimation Customer Management: - Reviews work done by the team for customer visits and provides guidance to enhance customer experience, if required - Gets involved in the presentations and interactions for the critical customers - Negotiates with the customer with a view to accommodate customer interests while balancing Wipro's interests - Maintains customer relationships through regular planned interactions Demand Generation: - Drives the team to support the sales team in proactively creating opportunities by conducting background research in new technology areas and prospective clients. - Decides which alliance partners, analysts and teams to partner with in consultation with BU presales head, vertical head and sales head for the Pre-Sales related activities and set expectations on the terms of engagement - Interact with the alliance partners and analysts on a regular basis to understand the industry trends and opprtunity areas for the vertical Knowledge Management: - Drives the team to build collaterals, re-usable templates, account dockets etc. - Drives research orientation in the team members to build capability in the team Team Management: - Sets goals for team members based on level and competence - Provides coaching support to team members to bridge identified development gaps - Drives organization capability/cadre building within the team - Aligns team's expectations with organizational realities - Completes all required organizational processes wrt the team within the agreed timelines viz. yearly review, goal setting etc. - Allocates work to the respective team members based on the RFP requirements and employee's area of expertise Personal Development and Competence Building: - Identifies priority developmental competencies and seeks coaching support - Focuses on all round development that includes competency building in areas of Functional, Domain, Technology, Process and&nbsp; Behavioral skills - Creates individual development plan on the IDP portal to achieve personal and career development objectives in agreement with manager Candidate should possess the following skills and competencies: Behavioral Competencies: - Collaborative Working - Level 4 - Client Centricity - Level 4 - Execution Excellence - Level 4 - Strategic Perspective - Level 3 - Passion for Results - Level 4 - Nurturing People - Level 4 - Influence - Level 3 - Innovation - Level 3 Functional Competencies: - Applying Market Research - Master - Applying Client Research - Master - Commercial estimation and Financial modeling - Expert - Project Planning and Execution - Expert - Negotiation - Master - Proposal Writing - Expert The Apply Button will redirect you to website. 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Bangalore

Wipro - Head - Presales 

Wipro - Head - Presales  ,Job Description for Wipro - Head - Presales  in Wipro Limited in  Bangalore for (10-18) years of experience. Apply Now!

Job Description for Wipro - Head - Presales  in Wipro Limited in  Bangalore for (10-18) years of experience. Apply Now!