Wipro - PreSales Head - Transport

Job Description :

- Lead a team of Presales supporting Travel and transportation customers globally

- Manage bids and Architect solution with help of technical and practice teams for the bids

- Act as opportunity owner in the sales cycle as solution definition anchor. Working very closely with sales and account managers

- Own overall solution and pricing. Get internal team alignment towards winning the bids

- Bids include large bids that can be application, infrastructure or BPO or multi-towers

- Bids include small incremental and proactive proposals.

- Understand the current business and IT landscape and operations and come up with transformational themes for reducing TCO, enhance customer experience for our customers

- Identify the gaps in customer landscape and engage in consultative selling

- Influence significantly on the sale of technology and service solutions to customers

- Present and lead customer presentations, interactions and negotiations during the bid process

- Coordinate with response teams to design solutions, provide/validate estimates, approach & implementation plan

- Identify and drive win strategy and actions

- Review solutions, sizing and pricing

- Manager Work allocation and output from a team of bid managers and solution designers.

- Drive proactive proposal campaign

- Manager customer visits

Measurement:

- Will be measured on Order Booking, Revenue, Mix of revenue (adherence to plan) across various services, Win Ratio, Proactive approach to demand creation, customer satisfaction during interactions (visits / sales process)

Requirements :

- 10 Years of IT industry experience.

- Must have ability to architect and lead large bids as well as small bids

- Strong understanding of Application, Infrastructure Management and BPO Services

- Very good understanding of Pricing of services and solutions

- Ability to manager interactions for bids with internal stakeholders, third party advisors, partners and customers

- Deep understanding of IT Governance processes and operations as per ITIL, CobiT standards ICT standards

- Having worked with IT advisors/ analysts is preferred

- Travel and Transportation (esp. Logistics) domain experience/knowledge/exposure is required.

- Extensive experience in Bid proposal management, planning and preparing responses and value proposition

- Lead and manage multiple stakeholders and service lines within a large bid

- Presentation skills including Public speaking, Meeting Facilitation and white boarding, resenting proposals/solutions to customer

- Should be able to carry on relationship with top tier customers and industry advisors/analysts