Presales/RFP/Solutioning/Solution Consulting Role - Insurance Domain - BPO/ITeS

Job opening for Solutions/Presales role-Insurance domain in BPO/ITES in Delhi location

Min exp: 10 yrs

Location : Delhi

Below is the JD

Objective/Purpose:

Will be responsible for supporting the sales teams 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 mid to large 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

- 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:

- 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