Wipro
Website:
wipro.com
Job details:
Job description:
The Pre-Sales Consultant is responsible for supporting the sales team in closing medium to Large sized deals in the Alternative investments within BPS. He/she is responsible for supporting the sales team in winning the deal by putting together a solution (in collaboration with the SMEs) that addresses client requirements while ensuring Wipro’s interests are met.
Active involvement in the lead-to closure cycle for BPS by leading the following activities:
- RFx / Bid response
- Create pro-active proposals for clients in discussion with sales teams
- Coordination with all stakeholders (sales, solutions, operations, pricing, transition, technology, facilities et al) to ensure timely and high-quality proposal submission
- Manage client visits at Wipro centers during lead to closure cycle
- The role will require acquiring thorough knowledge of Wipro’s capability and credentials in BPS and the existing solutions and offerings in this space.
- Act as a custodian of all go to market (GTM) decks and offerings in the BPO space.
Qualifications:
- Experience in BPO pre-sales (bid management, due diligence etc.) managing global clientele will be a major advantage.
- Thorough understanding of sales cycles and buying process, funnel and pipeline management.
- Building proposals and interaction with internal delivery, finance, legal, HR, marketing teams in developing account specific communique.
- Pre-sales support in the form of responding to RFPs, RFIs, preparing proposals, presentations, creating research and business reports, handling client visits.
- Establishing processes & templates for streamlined responses to RFPs, RFIs or other customer touch points.
- Excellent communication skills is a key pre-requisite.
- Prior experience in Private equity/related LOB is mandatory.
Roles and Responsibilities:
- Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings
- Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other groups
- Aligning final solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions
Commercial and Financial Responsibilities
- Preparing the BD spend estimate, schedule, work plan, resource/sourcing plan
- Understand and clearly define the input required to create cost estimates; Preparing the cost model estimates working with Service Delivery, Solution Management (if applicable) and deliver the defined scope of services and contacts
- Works with internal teams and client representatives to create agreeable terms for documents such as MSA, NDA etc as part of SL offering
- Ensures legal, environment and other compliance as applicable in collaboration with the Legal, IMG, FMG and other support teams w.r.t the Service Line offering
Knowledge Management:
- Works on case studies to be published to the external world
- Creates collaterals, account dockets etc that can be reused by the team
- Creates standardized templates for replicating across RFPs
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
Desired Candidate Profile
- Graduate/Post Graduate/MBA
- Minimum 5-6 Yrs+ of Work Experience in Capital Markets (i.e. Hedge, Pension funds, loans, Private equity, private credit, trading etc.) pre-sales & solutioning.
- Should be actively involved in developing artifacts to enhance practice repository including developing end-to-end process flows, SIPOC etc.
- Strong experience in creating PowerPoint presentations
- Strong verbal and business communication skills, with the ability to articulate complex AIMS concepts to stakeholders.
- Experience with Outsourcing in regards to Solution Planning/Deal Shaping preferred
- Exposure to Analytics/ Automation/ Technology/ Artificial Intelligence/ Robotics
- Experience in business development/ sales strategy/ proposal development would be a plus
- Strong commitment to delivering value to clients
- Strong business acumen and understanding of financials
- Penchant for sales in BPO/Industry
- Strong Client management experience
- Good adaptability to different and changing environments
- Good executive presence
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