Wipro - Presales Consultant

The Pre-Sales Consultant is responsible for supporting the Vertical Sales team in identifying opportunities and closing small to medium sized deals.

Objective/Purpose - 

Pre-Sales Consultant is responsible for supporting the sales team in winning the deal by generating opportunities and creating or putting together a solution for small to medium sized deals that addresses client requirements while ensuring Wipro’s interests are met.

Solution Definition / Integration / Generation:

- Works with service lines and domain consultants to create the solution for small to mid sized deals

- Probes the customer and asks relevant questions to get the necessary clarifications on requirements and conveys the same to the solution teams

- Works with SMEs to come up with specific product offerings based on market demand

- Makes a presentation of the solution to the client

Delivery Transition:

- Transitions the deal to the delivery team post successful conversion – explains the agreed scope and deliverables to the delivery team to ensure a seamless customer experience

- Participates in creation of handover plan and works with the delivery team during the handover period

RFP Management / Bid Management:

- Project manages the entire bid process by preparing and deploying the bid plan

- Identifies the teams / experts to be reached out to for contributing to the bid

- Collaborates with multiple stakeholders for getting inputs as per plan

- Reviews progress as per the bid plan and takes corrective actions

- Integrates / assembles the response as per inputs received and ensures that response gets submitted as per timeline.

Contract and Compliance Management:

- Works with multiple internal teams and client representatives to create acceptable terms as part of NDA, SOW, MSA etc .

- Ensures legal, environment and other compliance as applicable in collaboration with the Legal, IMG, FMG and other support teams

Commercial Architecting / Estimation:

- Works in collaboration with the BFMs to determine the deal margins

- Coordinates with the different Service Lines and Delivery teams for the commercial estimates

Customer Management:

- Standardizes processes for customer visits

- Plans the entire customer visit and coordinates with multiple stakeholders to make the customer visit a success

- Contributes to the design of the memorabilia and other content that will be used during the client visits

- Leads customer presentations and participates in other customer engagement activities ……

Demand Generation:

- Collects background information of the prospective client through secondary sources for qualifying a lead

- Supports the sales team while pursuing a qualified lead by gathering relevant information on technology platforms etc.

- Supports opportunity creation by running campaigns through mails, webinars, workshops, cold calling etc

- Creates repository of information that can be used by sales team for presenting to the customer / client

- Presents or leads client presentations / workshops involved in demand generation effort

- Coordinates with alliance partners, analysts and internal teams to generate leads and achieve a state of preparedness to respond to RFPs and also to build the Wipro brand.

Knowledge Management:

- Focuses on activities like research to build further capability in the team

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

- Creates standardized templates for replicating across RFPs

- Works on case studies to be published internally and possibly to the external world

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 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 2

- Client Centricity - Level 2

- Execution Excellence - Level 2

- Strategic Perspective - Level 1

- Passion for Results - Level 2

- Nurturing People - Level 2

- Effective Communication - Level 3

- Problem Solving and Decision Making - Level 2

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

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