Wipro - Presales Lead - 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

a) 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.

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

c) 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, 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:

1. Solution Strategy

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

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

2. Stakeholder mapping and bid management

- Understand the key decision makers in the customer organization – executive sponsor, technical buyers, economic 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.

3. 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

4. Customer Interactions and Communication

- Responsible for successfully managing and co-ordinating 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

5. 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 - 14 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.