Solution Manager L4 1

Lead Solution Architect

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