Wipro BPS - Manager - Presales/Solution Architect - Travel/Transportation/Hospitality

- The Business Development & Pre-sales team is responsible for business growth of TTH by increasing the footprint of Wipro BPS globally across a wide set of industries covered under the TTH umbrella e.g. Logistics Providers, Carriers (Shipping, Railroad, Trucking, etc.), Ports and Terminals, Airlines, Hotels, Cruises, Restaurant chains, etc.

- With the changing market landscape in these industries (more intense competition, cost pressure, changing regulations, changing customer expectations and faster speed-to-market), the need and urgency to consider outsourcing as a business lever is paramount. This in-turn positions companies like ours to move fast and capitalize on the trend.

- To achieve this, the TTH team is looking for smart and dynamic individuals who are analytical with strong communication skills, creative and have a flair for client engagement.

Key Roles & responsibilities :

- Creating winning proposals- Respond to RFP- s, RFQ's and proactive bids while working closely with all teams to develop the win strategy, competitor evaluation and creating differentiated value propositions.

Bid Management : Create and execute bid-plan. Co-ordinate with Finance, Legal, Service Delivery, Transition and Technology teams for content development on pricing, transition plan, tools and technology proposals and effort estimates.

- Responding to RFI's and capability questionnaires - Articulate responses to request for information to showcase company capabilities and strengths in the specific domain.

- Pipeline Generation: Identify new opportunities in new as well as existing clients using a combination of GTM initiatives like pro-active outreach to prospects (Demand Generation), engaging with Analysts and Advisors, leveraging existing relationships, etc.

Knowledge & Content Management : Prepare collateral's - brochures, fliers, case-studies, presentations and reusable content for solution walkthroughs and sales pitches

Capability demonstrations : Manage client visits by coordinating with various teams and create a strong brand image. Create collateral's and decks for client presentations

Due-diligence : Participate in on-site due-diligence and transition analysis activities to validate solution and make changes as required and work through BAFO and contract negotiation till closure

Planning & Reporting : Building sales plans and then subsequent pipeline & lead tracking & reporting. The team members will also be expected to share periodic analysis and assessment of the pipeline activity and share insights into successes & failures.

Thought Leadership : Work proactively in understanding the changes in the TTH industry and changing value propositions and create PoV- s, whitepapers and articles working with SMEs

Skills required :

- Good understanding of Pre-sales/Solutions process and activities with at least 2 years of hands-on experience

- Good bid/project management skills - ability to manage multiple bids simultaneously

- Good analytical & research skills; Ability to draw meaningful insights and inferences from data and build an action plan to leverage it for business growth/sales

- Customer orientation - ability to create customized solutions in line with client's needs

- Good communication & interpersonal skills

- Strong presentation skills

- Display sustained energy and determination to meet challenging deliverables within stringent timelines

- Ability to work independently with diverse & global teams and interact confidently with Senior Leadership

- Interpersonal sensitivity; ability to relate to individuals and develop sustained working relationships is key

Educational Qualification & Experience Required :

- Graduate/Post-Graduate from tier-I institutes with good academic background

- 1-2 years of hands-on Pre-sales experience and or Bid-Management (Mandatory)

Desirable :

- Experience in working in Travel or Transportation or Hospitality sector will be an added advantage