Presales Consultant - BFS

Job Description

The Presales Consultant is responsible for supporting the Sales team in solving complex, multi-service line, or large deals in the Banking Americas Vertical within BFSI sector(A2-BFS). She/he is also responsible for mentoring junior Deal Execution Managers as well as managing & reviewing multiple deals being executed by the team.

Key Requirements:

RFP Management:

• Pursue and win 10M+ multi-service line deals.
• Create a Deal Summary and Win Strategy with inputs from SMU and GBL leaders.
• Onboard practice and solutions resources with the help of GBL leaders.
• Anchor & lead end-to-end solutions process for pursuits – with GBL/Practice SME and Marketing.
• Project manage the entire bid; track and publish RAG and risks; take corrective action.
• Ensure submission on time – with high quality while being process compliant.

Solution Integration:

• Own the overall integrated solution as the SMU SPoC, while collaborating with GBL sales, practice, delivery, and domain consultants to craft the solution.
• Build solution storyboards with inputs from all stakeholders - ensuring a compelling response.
• Probe the customer and ask relevant questions to get the necessary clarifications.
• Be accountable for the completion of the integrated solution. Collaborate across Wipro to get the most competitive solution. Curate, customize and optimize the content to align with the customer’s ask.
• Align the final solution architecture (including the statement of work, schedules, and other contractual documents) with final terms and conditions.
• For account-specific pre-sales – provide the account context.
• Defend the solution in front of customers.
• Manage the legal review process; highlight the top deal clauses and manage the approval process.

Estimation & Commercial

• Coordinate with GBL/practices/delivery for estimation
• Perform estimation reviews and optimization.
• Work with BFM to get deal price & margins.
• Engage in various commercial model scenario building.

Sales Enablement

• Help own initiatives to drive GTM and geo pipeline and OB targets.
• Proactively works with Account and Hunting Sales Leaders and SMEs to come up with specific offerings based on market demand and execute proactive pitching.
• Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other groups.
• Work closely with Cluster Leads and their Client Partners to identify proactive pitches and submit solution proposals.

Team management & Bid Leadership

• Manage and mentor junior members.
• Monitor the execution of multiple bids managed by members of the team; coach and step in when needed.
• Help improve the velocity and quality of the team by levers like knowledge repositories; and reusable toolkits/playbooks.

Desired Candidate Profile

• Engineering /MBA (full time) or Post Graduate Preferred
• Minimum 13 years of Work Experience including min 6 years in pre-sales & solutions.
• High-level understanding of various offerings in digital, data, cloud, run & change, and infrastructure technologies and DO&P offerings.
• Excellent understanding of enterprise IT especially in the world of financial services
• Excellent understanding of IT delivery models and pricing models
• Presales Solutioning and Bid Management
• Team management experience
• Have the knack for creating out-of-the-box solutions, running multiple deals, working with, and driving consensus with diverse teams, and delivering on proposals and proactive pitches.
• Excellent organizational and analytical skills
• Strong structured problem-solving and insight development skills
• Excellent attention to detail and high capacity to take calculated risks.
• Excellent written & verbal communication, interpersonal, influencing and persuasion skills.
• Excellent business acumen and understanding of financials.
• Penchant for sales in Banking/Industry