The Business:
The ENU vertical caters to the Oil &Gas, Utilities, Engg, Construction, OFS, Airports companies across the World. The presales and solutions team undertake all activities that pertain to proactively shaping opportunities as well as actively responding to RFPs and RFIs. (Managed IT Services, Application Management Systems, Cloud)
The Role:
The Pre-Sales Consultant is responsible for supporting the Vertical Sales / Hunting team in identifying opportunities and closing all type (single service line/multiple service lines) and size (small/medium/ large) of deals.
Roles & Responsibilities:
The broad responsibilities of this role include:
1. End to end ownership of the proposal solution,
2. Overall Solution components for the scope included in the bid,
3. Overall bid management,
4. Service line solution integration,
5. Commercial models (Pricing) – template and final pricing included,
6. Client visit Hosting,
7. Proactive pitches, proactive demand generation,
8. Secondary research and analysis.
Qualifications:
Preference will be for candidates with Presales background in any of these industries or technology segments with an understanding of the trends and solutions relevant to both the Technology and the relevant domain of the business.
Objective/Purpose:
Pre-Sales Consultant is responsible for supporting the sales/ hunting team in winning the deal by generating opportunities and creating or putting together a solution for all types and sizes of deals ( small / medium /large), that addresses client requirements while ensuring Wipro’s interests are met and differentiations are positioned.
RFP Management / Bid Management:
· Responds to RFP/RFIs and manages the entire bid process by preparing & deploying the bid plan
· Understanding and capture business and technical requirements to define an appropriate solution.
· Probes the customer and asks relevant questions to get the necessary clarifications on requirements
· Runs pursuit strategy along with pursuit team to establish WIN theme
· Lead bids/pursuit (proposal response) end-to-end by formulating and Working with the Sales, Delivery, Solution, Practices, Legal, Pricing and other partnering teams to create & deliver winning proposals
· Program Management of all aspects of pursuit from kick-off through Bid Submission
· 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.
· Closely work with the Sales team to identify customer needs and propose relevant solution
Vertical Growth Initiatives
· Program Manage the demand generation activities and campaigns through research and working closely with the BU DG Team, service lines and marketing team
· Thought leadership building with activities like frequent Point of View developments and White Papers
· Prospecting and Market Research – industry and company specific analysis
· Work together with the sales and the delivery team to shape proactive themes for pipeline generation
· Conducts secondary research, gather intelligence, build a context or shape POV around diverse areas like accounts, personas or industry trends
Contract and Compliance Management:
· Coordinate with multiple Wipro internal teams and client representatives to create acceptable terms as part of NDA, SOW, and MSA, etc.
· Ensures legal, environment and other compliance as applicable in collaboration with the Legal, IMG, FMG and other support teams
Commercial Architecting / Estimation:
· Create an integrated pricing/P&L template to drive integrated efforts/pricing across multiple service lines in the bid
· Works in collaboration with the BFMs to determine the deal margins and the commercials
· Coordinates with the different Service Lines and Delivery teams for the commercial estimates
Customer Visit 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
· 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 supporting the Demand Generation team in 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
· Work on case studies with the help of Delivery Managers to be published internally and possibly to the external world
· Works closely with marketing team and service lines teams to build and maintain the vertical website
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 Behavioural skills
· Creates individual development plan on the IDP portal to achieve personal and career development objectives in agreement with manage
Experience: 5-8 Years