Wipro - Presales Consultant - Manufacturing & Hi-Tech

Deal Architecting :

- Structures large / medium complexity deals from the financial, delivery, solution etc perspectives

- Decides on the pricing model for the deal eg- ticket pricing, gain share etc

- Conducts impact analysis by considering different variables eg: impact of rebadging people across multiple geographies etc

- Decides on alliance / partnerships required to execute the deal at a global level

- Identifies win themes and creates a winning proposition by considering different aspects required to execute the deal

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

- Presents / defends the solution / proposal in front of the prospective client and handles queries (along with other members of the team)

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 :

- Determines the pricing model to go with after evaluating all options

- Works in collaboration with the BFMs to determine the deal margins

- Coordinates with the different Service Lines and Delivery teams for the commercial estimates

- Manages e-Auctions

- Develops understanding of the competitor pricing strategy and applies the same during selection of pricing model and commercial estimation

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 creation of content that will be used during the customer visits

- Leads customer presentations and participates in other customer engagement activities

- Negotiates with the customer with a view to accommodate customer interests while balancing Wipro's interests

Demand Generation :

- Collecting background information of the prospective client through secondary sources for qualifying a lead

- Supporting the sales team while pursuing a qualified lead by gathering relevant information such as technology platforms etc.

- Supporting opportunity creation by running campaigns through mails, webinars, workshops, cold calling etc.

- Presenting or leading client presentations / workshops involved in demand generation effort

- Creating repository of information that can be used by sales team for presenting to the customer / client

- Coordinating with alliance partners, analysts and internal teams to generate leads and achieve a state of preparedness to respond to RFPs etc.

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

Team Management :

- Provides coaching support to team members to bridge identified development gaps

- Drives organization capability/cadre building within the team

- Allocates work to the respective team members based on the RFP requirements and employee's area of expertise

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