Presales Head L2

As a Practice Pre-Sales Head, your role is crucial in driving the funnel within your practice area and providing essential technical expertise to the Sales and Pre-Sales teams to successfully close opportunities. You play a key role in enabling the sales effort by leading your team to create solutions that meet customer requirements. Additionally, your responsibilities include competency development of the team and fostering relationships with OEMs. - **Strategy Development / Deployment** - Proactively drive the strategic funnel by participating in proactive win strategy discussions, pricing, and differentiation. - **Deal Architecting** - Structure large/medium complexity deals from financial, delivery, and solution perspectives. - Contribute to decisions on pricing models. - Conduct impact analysis on various variables. - Identify alliance/partnerships required for deal execution. - **Solution Integration / Generation** - Provide insights during solution generation to align with customer requirements. - Ensure Wipro's solution is technologically competitive. - Present/defend the solution/proposal to clients. - **Delivery Transition** - Ensure successful transition of deals to delivery teams. - **Contract and Compliance Management** - Ensure compliance with various terms and standards. - **Commercial Architecting / Estimation** - Determine deal margins in collaboration with BFMs. - Understand competitor pricing strategy for estimation. - **Customer Management** - Participate in presentations and interactions with critical customers. - Provide value proposition in response to RFPs and RFIs. - **Demand Generation** - Facilitate client solutions & sales in existing/new accounts. - Enable internal teams on new practice offerings. - **Knowledge Management** - Create white papers on innovative solutions. - Engage with analysts for knowledge development. - Standardize solution documents and pricing templates. - **Team Management** - Set goals for team members based on level and competence. - Provide coaching support to bridge development gaps. - Drive organization capability building within the team. - **OEM / Alliance Relationship Management** - Engage with OEMs for all pre-sales cases. - Understand new OEM offerings and create win themes. - Conduct knowledge sessions/training for the team through OEM. You are the driving force behind the success of your practice area, ensuring that your team is equipped to deliver exceptional solutions and establish strong relationships with customers and partners.,