Wipro Technologies - Lead - Presales & Deal Pursuit

Deal Pursuit Lead

Job Title/ Role: Deal Pursuit Lead

Job Summary :

This career opportunity is with Wipro Technologies Engagement Initiation Group in the Manufacturing & Technology SBU.

This is the global team supporting USD 1.7 Billion business of Wipro and is tasked with winning large outsourcing contracts in fiercely competitive scenarios.

This group 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.

The Solution Definition Team is a select group of 12-15 accomplished individuals who provide leadership to these pursuits and are responsible for end to end management.

This includes solution strategy, customer management, business case preparation and commercial modeling, pricing and contract negotiations. 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 :

a) 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

b) 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.

c) Solution Architecture and Pricing

- 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

d) Customer Interactions and Communication

- Responsible for successfully managing and coordinating solution walk through workshops with customers

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

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

e) Create Winning Value Propositions

- In the time spend outside of direct deal chases this role is responsible for continuously working on deal differentiators and strategies that will help the team in increasing the win ratio and prepare specific silver bullets against key competitors

Role Demands :

a) Prior Experience

- About 8-12 yrs of experience in working in the IT services industry, IT consulting or IT products industry

b) 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

c) Excellence in strategic and analytical thinking

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

d) 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.