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Presales Consultant - BFS

Presales Consultant - BFS

Wipro

3 - 8 years

10 - 14 Lacs

bengaluru

Posted:5 hours ago| Platform:

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Skills Required

business acumen financial services sales it delivery pricing project management it program management program management business analysis presales consulting presales bid management pmp bfsi delivery management it project management agile rfp

Work Mode

Work from Office

Job Type

Full Time

Job Description

About The Role
The Presales Consultant is responsible for supporting the Sales team in solving complex, multi-service line, or large deals in the Banking Americas Vertical within BFSI sector. She/he is also responsible for mentoring junior Deal Execution Managers as well as managing & reviewing multiple deals being executed by the team. Key Roles & Responsibilities
RFP Management

Pursue and win 10M+ multi-service line deals

Create a Deal Summary and Win Strategy with inputs from SMU and GBL leaders

Onboard practice and solutions resources with the help of GBL leaders

Anchor & lead end-to-end solutions process for pursuits with GBL/Practice SME and Marketing

Project manage the entire bid; track and publish RAG and risks; take corrective action

Ensure submission on time with high quality while being process compliant.

Solution Integration

Own the overall integrated solution as the SMU SPoC, while collaborating with GBL sales, practice, delivery, and domain consultants to craft the solution.

Build solution storyboards with inputs from all stakeholders - ensuring a compelling response

Probe the customer and ask relevant questions to get the necessary clarifications

Be accountable for the completion of the integrated solution. Collaborate across Wipro to get the most competitive solution. Curate, customize and optimize the content to align with the customers ask

Align the final solution architecture (including the statement of work, schedules, and other contractual documents) with final terms and conditions.
For account-specific pre-sales provide the account context

Defend the solution in front of customers

Manage the legal review process; highlight the top deal clauses and manage the approval process.

Estimation & Commercial

Coordinate with GBL/practices/delivery for estimation,BFM for deal pricing & margins and commercial model scenerio

Sales Enablement

Help own initiatives to drive GTM and geo pipeline and OB targets

Proactively works with Account and Hunting Sales Leaders and SMEs to come up with specific offerings based on market demand and execute proactive pitching

Work closely with Cluster Leads and their Client Partners to identify proactive pitches and submit solution proposals.

Team management & Bid Leadership

Manage and mentor junior members

Monitor the execution of multiple bids managed by members of the team; coach and step in when needed

Help improve the velocity and quality of the team by levers like knowledge repositories; and reusable toolkits/playbooks

Qualifications
Desired Candidate Profile

Engineering /MBA (full time) or Post Graduate Preferred

Minimum 13 years of Work Experience including min 6 years in pre-sales & solutions.

High-level understanding of various offerings in digital, data, cloud, run & change, and infrastructure technologies and DO&P offerings.

Excellent understanding of enterprise IT especially in the world of financial services

Excellent understanding of IT delivery models and pricing models

Presales Solutioning and Bid Management

Team management experience

Have the knack for creating out-of-the-box solutions, running multiple deals, working with, and driving consensus with diverse teams, and delivering on proposals and proactive pitches.

Excellent organizational and analytical skills

Strong structured problem-solving and insight development skills

Excellent attention to detail and high capacity to take calculated risks.

Excellent written & verbal communication, interpersonal, influencing and persuasion skills.

Excellent business acumen and understanding of financials.

Penchant for sales in Banking/Industry

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Presales Consultant - BFS