Job
Description
Role Purpose
The purpose of the role is to create and drive business and growth of the Sub-Practice through demand generation, solution evangelization, delivery execution and capability development.
Do
1. Develop and deploy business strategy for the Sub-Practice aligned to the SL and Practice strategy
a. Establish Focus Areas, business priorities and portfolio choices for the Sub- Practicei. Interact with the clients, advisors, partners and Wipro BUs to understand market trends, client expectations, competition offerings and solutions in the marketii. Review the current practice portfolio and solution or client propositions provided to the clientsiii. Anticipate the future trends and capabilities/ solutions required by the marketiv. Synthesize the multiple inputs to develop the competitive service offerings and prioritiesv. Interact with BU/ Geography leadership and sales team to drive strategic focus on the sub-practicevi. Develop business plan for the sub-practice aligned to the revenue targets of the Practice/ SLvii. Develop resource / manpower plans for the Sub-Practice aligned to the growth strategy and confirmed / pipeline opportunitiesb. Drive strategic partnership with the key Vendor Partner (SAP/Oracle/MS etc.)i. Align the business growth plans over the next 2-3 years with the vendors (MS/SAP etc.) business strategyii. Nurture vendor relationships to affect technology collaboration and combined go-to-market partnership opportunitiesc. Review and drive the execution of the strategy and business plan for the Sub- Practicei. Monitor demand pipeline MIS and conduct regular cadence calls with the sales teams to review target achievement.ii. Support BU/ Geography sales teams by bringing the technical expertise and thought leadership to influence and shape clients thinking of the solutioniii. Conduct regular cadence calls and dashboard reviews to review delivery and people metricesiv. Conduct monthly review for key accounts with Delivery Unit teams (for SL/DU)v. Interact and engage with the client leadership to communicate and update progress against account plan, project delivery etc.vi. Participate in regular business reviews with Leadership and share Practice performance across revenue, growth, operational and capability parameters
2. Drive focus on demand generation through market differentiation
a. Drive Go-To-Market strategy for the Sub-Practicei. Lead the shaping of value proposition and branding of the sub-practice to aid sellingii. Direct the team to make effective decisions regarding target markets, offering, distribution and client relationship managementiii. Help prioritize and budget for marketing related events and activitiesiv. Lead development of product marketing plan and business case for key offerings to enable solution led salesv. Identify push and pull tactics to be used for demand generationb. Educate sales teams, BU client servicing team and client teams about sub-Practices offerings and differentiationc. Drive building of sales pipeline through upstream Consulting servicesi. Build Advisory and Consulting capabilities in identified technical and functional domain areas for niche differentiationii. Grow consulting led sales to develop higher value revenue streamsd. Drive positive market perception through Thought Leadership in own domaini. Manage relationships with Analysts and Industry groups in order to proactively shape markets perception of Wipros strength in the practice domainii. Formalize and drive targets for analyst rankings, client testimonials and partner credits to attain market referencability and recognitioniii. Represent Wipro in industry forums in the practice domain (e.g. Microsoft/ SAP etc.) to gain and retain high mindshare of key vendor partnersiv. Be the voice of Wipros Thought Leadership in the Practice domain by speaking in industry forums, seminars, writing blogs, articles, whitepapers etc.v. Partner with BUs and alliance partners to conduct events, develop presentations or other materials to present thought leadership in client forums
3. Drive focus on revenue and growth
a. Collaborate with SL /Practice Leaders to proactively mine existing client accounts to increase account run-rates and convert competition shareb. Plan, track and forge growth via new account opening. Support sales hunting effort to acquire new logosc. Drive Pre-Sales processes to help increase win-rate and generate new revenuei. Lead dedicated and integrated (with SL/ Practice) pre-sales to bring in industry, functional and commercial specialization to dealsii. Consult with architects and senior level IT managers to assess and enhance current solution strategies and pre-sales materialiii. Guide the team to design appropriate solutions for client proposals and produce clear, concise and technically accurate responses to RFPsiv. Approve key proposals and RFP responses before submitting to clientsv. Work with sales team to provide pre-sales support activities such as RFP response, doing use case demonstrations, and participating in the customer calls to sell solutionsd. Structure high value/ strategic deals (for Sub- Practice DU)i. Engage across multiple capabilities/ ecosystems to structure the solution and the dealii. Engage with advisors to seek input and strengthen the deal with differentiated and value-added offeringsiii. Interact with client to keep them engaged in the development of the solution and the dealiv. Lead negotiations on commercial terms for them to ensure revenue flow and profitabilitye. Drive Alliances and Partnerships charter to increase inorganic growthi. Work with Strategy group to evaluate vendor partners for M&A and partnership related opportunitiesii. Identify and suggest on ventures investments to create deeper market penetration opportunitiesiii. Develop and maintain 360-degree transactional and strategic relationships with alliance partnersf. Drive revenues from Solutions and IPsi. Develop revenue plan via solutions, enable tracking and management of the planii. Review and approve business case and investment for IPs and solutions. Envision viable proof of conceptsiii. Plan and drive targets from sales of SaaS based offeringsg. Monitor and review the execution of deals in the Sub-Practice DU as per defined quality and process standardsh. Track and review revenue across stages from order booking to order fulfilment to invoicing to revenue realization for own practicei. Support in managing and resolving complex client escalations to mitigate revenue leakages or opportunity losses
4. Lead Delivery Assurance and Delivery Management in the sub-Practice
a. Conduct due diligence for the proposals/ deals to ensure feasibility and assurance of deliveryb. Review effective technical scope management and solutioning in the sub-practicec. Review the delivery plans and partner with the Practice Delivery Head (PDH) s to ensure alignment with the growth strategyd. Monitor and review delivery dashboards/ MIS and key metrices (utilization, onsite/offshore billing, billing efficiency etc) across Practice to track progress and identify potential red flagse. Manage and support resolution of client escalations related to delivery for projects in the Practice DUf. Plan and drive initiatives and actions to be taken up at a Practice level to achieve cost optimization and improve service standardsg. Drive development of a framework to kick-start a project with a client (or BU) to ensure green start and maintenanceh. Drive assembly of the right team for the deliver on an engagement by providing clarity and support to delivery/WMG team in identification of appropriate resources for client interfacing roles as requiredi. Drive delivery led growth across projects by leveraging differentiated value propositions and value add offering for a higher share of clients business
