Presales Consultant

 Role DescriptionPresales 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: 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 measures:  Revenue Growth / Order bookings / Knowledge management / Delivery parameters as Rookie Ration, Cost of Delivery
Key Roles & Responsibilities
 Strategy & Development 

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  

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
Qualifications
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 Wipros 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

Location - Bengaluru,Noida,Gurugram,Hyderabad