Presales Consultant

Job description:

Job Description

Presales Consultant, Wipro

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

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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  eg: impact 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

͏ Contract and Compliance Management• Ensures compliance to various terms and standardsCommercial 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 estimationCustomer 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

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