29/11 Arpita
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Wipro - Presales Consultant (7-15 yrs)

Bangalore Job Code: 639075

The Pre-Sales Consultant is responsible for supporting the Vertical Sales team in identifying opportunities and closing small to medium sized deals.


Objective/Purpose :


Pre-Sales Consultant is responsible for supporting the sales team 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 small to mid 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/Bid 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 :


- Standardizes processes for customer visits


- Plans the entire customer visit and coordinates with multiple stakeholders to make the customer visit a success


- Contributes to the design of the memorabilia and other content that will be used during the client visits


- 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


- Creates individual development plan on the IDP portal to achieve personal and career development objectives in agreement with manager


Candidate should possess the following skills and competencies:


Behavioral Competencies :


- Collaborative Working - Level 2


- Client Centricity - Level 2


- Execution Excellence - Level 2


- Strategic Perspective - Level 1


- Passion for Results - Level 2


- Nurturing People - Level 2


- Effective Comunication - Level 3


- Problem Solving and Decision Making - Level 2


Functional Competencies :


- Applying Market Research - Developing


- Applying Client Research - Developing


- Commercial estimation and Financial modeling - Proficient


- Project Planning and Execution - Proficient


- Negotiation - Developing


- Proposal Writing - Expert


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