Business Development Role - Consulting Sales - Big4

Business Development from BIG 4

Purpose :

- To drive consulting sales in India with responsibility for a specific vertical or geography in India.

- This role holds end to end sales responsibility from identification of opportunity, prospect creation to contracting and maintaining relationships with clients through the delivery.

- The role is primarily responsible for building the value chain model for the assigned vertical/ geography. They use sense and respond information from all Wipro resources to develop value creation ideas and provide measurable value to clients and create client business impact.

Position Reporting to : Regional Consulting Head

Key Responsibilities :

Financial Parameters :

- This role is responsible for maintaining an ongoing and sustained rate of order booking to ensure IME Consulting Services achieves its OB and Revenue goals.

- This role must continue to develop the consulting business within the vertical and designated set of accounts. This role is also expected to achieve projected gross margin linked to orders as per plan. This role is responsible for an Order Booking pull through target.

Team Creation, Building & Development :

- This role is expected to support hiring and developing regional Consulting Services Team.

Vertical/ SL/ FF/ IME Consulting Services Interlock :

- The role is responsible for driving integration of IME Consulting Practices with other verticals & services lines at the account level.

- Responsible for establishing regular communications between all IME Consulting Practices at the account level (Target Accounts). Consulting Partners need to understand all Wipro and competitor initiatives in their account's value chain and be aware of what is going on in all parts of the account. The information could be consultative in some cases and just information sharing in others.

Execution Management & CSAT :

- The role must be cognizant of and apply industry best practices & standards in their consulting delivery teams. This role helps drive ongoing relationship development at account and oversees

Program delivery :

- Must ensure that at least 90% of projects should have a CSAT rating of 6/7. This role must provide the leadership team with named Client Testimonials for projects. They are the first point of escalation for account issues (delivery or otherwise)

Deal Pursuits & Team Account Planning & Penetration :

- This role must establish a consulting presence in accordance with the account plan for target accounts. This may also involve ensuring an effective level of senior stakeholder mapping and relationship (CXO & Functional Heads level).

- They are responsible for determining the top 2-3 value creation ideas for Target accounts based on where highest return exists (business initiatives) in client(s) value chain.

Thought Leadership :

- This role must be recognized as an expert in IME Consulting Services practices knowledge. Must create white papers & participate in speaking engagements in internal / external forums.

Provide pre-sales or practice development support :

- This role is responsible for developing and selling value creation propositions that drive real, measurable value for our clients.

Experience level :

- In the range of 7-10 years of experience in consulting, operational strategy, cost reduction, functional consulting.

- Powerful verbal / written /presentation / facilitation / communication / relationship building / social networking skills

- Ability to interact with CXOs and has a strong network of CXOs

- Experience in managing an order booking target and in designing and implementing sales strategy

Candidate should possess the following skills and competencies :

Behavioral Competencies :

- Collaborative Working

- Client Centricity

- Execution Excellence

- Strategic Perspective

- Passion for Results

- Nurturing People

- Influence

- Innovation

Functional Competencies :

- Applying Market Research - Expert

- Applying Client Research - Expert

- Commercial estimation and Financial modeling - Expert

- Negotiation - Expert

- Proposal Writing - Expert