Wipro Technologies - Head - Large Deals Bid Management

Purpose and Key Responsibilities

- A single point of accountability and responsibility for Bid Management and Solutioning of Large Deals. End to end responsibility of ensuring that he and his team work with external and internal stakeholders solely to ensure that we effectively manage to solution and bid to Win all Large Deals in the Govt space. The person will report to the BU head and will be measured on Growth and on the deals won.

- Work with alliances and industry experts and leaders in the Government patch. Create and enhance our wins in Large Deals. Work with our BD Teams in tracking all Large deals at a pre-RFP stage and ensure that we get our solutions ready. 

- Build and nurture strong relationships with senior Govt clients and stakeholders in such deals. Work closely with the vertical heads and the sales teams and act as a spoc for the same.

- Support the sales and pre-sales teams in proposals and presentations during the selling process

Education & Qualifications

- BE + MBA (preferable) from a reputed institute

Experience

- 18+ years of Pre-Sales experience with atleast 10 years of experience in managing Large Deals in the Govt sector in 

central govt - Essential

- Sound understanding and past experience of Bid Management and especially Track record of driving Large Bids.

- Sound Technical background - a person who can review and question solutions, architectures and reason out the best fit solution, a person who can question internal estimates and work out best estimates for a particular solution.

- Experience of working with and supporting multiple teams in creating solutions and propositions that can be sold - Essential

- Well versed with various IT and commercial models, product stacks, application and infrastructure options of various airports configurations

- Client relationship at senior and middle management.

- Working with people

Knowledge & Skills

- Desired understanding of all aspects of government functioning especially Indian Govt. Trends like understanding of eGovernance, Tax reforms and other trends in the various initiatives of the GOI.

- Sound technical knowledge in Integrated Large Bids - knowledge of Infrastructure, packaged solutions, Estimation techniques, Software solutions etc.

- Ability to get into understanding of the domain of deals and relate to Business solutions and bridge the tech and business divides.

- Ability to proactively solicit advice and expert opinion from other industry experts regarding business issues and challenges in the space

- Familiar with the differences in business models of client's competitors

- Knowledgeable of emerging business trends in the sector

- Good understanding of Client's business and how offerings complement each other to create a winning value proposition to address client needs

- Strong knowledge and experience with most of the products/services offerings.

- Working with people and managing sales teams

- Sound understanding of financial and legal matters especially ones that play a significant role in Government bids.

- Understanding of contractual clauses

Additional Information

- Agility / person with energy / Unyielding integrity

- Effective communication skills

- Presentable and well groomed

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