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Presales Consultant L1

Presales Consultant L1

Wipro

3 - 8 years

9 - 13 Lacs

gurugram

Posted:1 day ago| Platform:

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Skills Required

presales proposal writing sales strategy market research knowledge management financial modeling sales research demand generation r strategy development compliance pricing strategy coaching rfp project planning customer experience

Work Mode

Work from Office

Job Type

Full Time

Job Description

About The Role
Role Description
Presales consultant Profile Presales consultant is responsible for driving the Service Line pre sales team in supporting the Sales team for one or more Verticals by creating the right solutions for identified opportunities as well as assisting in identifying and closing new opportunities Objective/Purpose Presales consultant enables the sales effort by driving the team to create solutions that address customer requirements for one or more Verticals. The Presales Head is also responsible for competency development of the team. The Presales Head is accountable for revenue and order book growth for the vertical and is also responsible for certain delivery parameters. Performance Objectives Performance Measures

Revenue growth

Order Bookings

Knowledge Management
- Reusable templates created by team - Process documents created by team - Quality of whitepapers / case studies / research papers created by team - Quality of RFPs created by team

Delivery parameters
- Rookie Ratio - Cost of Delivery Areas of Responsibility
Strategy Development /Deployment

Drives sales strategy planning for the SL towards the respective vertical

Enables the sales strategy by aligning the presales structure and goals of the team with the strategy

Provides a presales perspective during the account planning sessions Deal Architecting

Structures large / medium complexity deals from the financial, delivery, solution etc perspectives

Contributes to decisions on the pricing model for the deal if required

Conducts impact analysis by considering different variables egimpact of rebadging people across multiple geographies etc

Decides on alliance / partnerships required to execute the deal at a global level

Identifies win themes and creates a winning proposition by considering different aspects required to execute the deal Solution Integration / Generation

Provides insights during the solution generation process to ensure alignment with the customer requirements

Provides an industry perspective to ensure that Wipro''s solution is commercially as well as technologically competitive

Presents / defends the solution / proposal in front of the prospective client and handles queries (along with other members of the team)

Showcases Wipro''s recommended solution as a strategic fit with the customer''s business / requirements

Works with internal team (Wipro) to create domain specific offerings Delivery Transition

Ensures that the team effectively completes transition of the successful deals to the delivery teams
Contract and Compliance Management

Ensures compliance to various terms and standards Commercial Architecting / Estimation

Determines the pricing model to go with after evaluating all options for single Service Line deals

Works in collaboration with the BFMs to determine the deal margins

Develops understanding of the competitor pricing strategy and applies the same during selection of pricing model and commercial estimation Customer Management

Reviews work done by the team for customer visits and provides guidance to enhance customer experience, if required

Gets involved in the presentations and interactions for the critical customers

Negotiates with the customer with a view to accommodate customer interests while balancing Wipro’s interests

Maintains customer relationships through regular planned interactions Demand Generation

Ensure that the sales team get the necessary support from Pre-Sales teams while pursuing a qualified lead

Leads client presentations / workshops involved in demand generation effort
Knowledge Management

Ensures that the team creates case studies, account dockets, reusable templates and other necessary documentation. Team Management

Sets goals for team members based on level and competence

Provides coaching support to team members to bridge identified development gaps

Drives organization capability/cadre building within the team

Aligns team''s expectations with organizational realities

Completes all required organizational processes wrt the team within the agreed timelines viz. yearly review, goal setting etc.

Allocates work to the respective team members based on the RFP requirements and employee''s area of expertise 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, Technology, Domain, Process and Behavioral skills

Creates individual development plan on the IDP portal to achieve personal and career development objectives in agreement with manager
Behavioral competencies

Collaborative Working - Level 4

Client Centricity - Level 4

Execution Excellence - Level 4

Strategic Perspective - Level 3

Passion for Results - Level 4

Nurturing People - Level 4

Influence - Level 3

Innovation - Level 3
Functional Competency

Applying Market Research - Master

Applying Client Research - Master

Commercial estimation and Financial modeling - Expert

Project Planning and Execution - Expert

Negotiation - Master

Proposal Writing - Expert

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Presales Consultant L1