Principal Consultant

Role Purpose

Principal Consultants are expected to have a deep area of consulting expertise, with a good understanding of the clients business landscape and an ability to manage the delivery of consulting solutions that achieve clear business value. The role may have managerial responsibilities in leading a team of consultants and managing quality and internal compliance in business operations. Principal Consultants develop and support closure of sales opportunities through their consulting expertise and client relationships. The Principal Consultant must achieve high personal billability.

Do

Consulting Execution
An Ambassador for Wipro tenets and values
Consulting Project manager or equivalent, manages teams of consultants/work streams and quality assures other work streams/projects/programs
Client focused and tenacious in approach to solving client issues and achieving clients objectives. Demonstrates the experience of a well rounded consultant. Flexible in approach and ability to coordinate resources with expertise in various areas
Responsible for work stream budgets and assuring quality of deliverables
Seen as a trusted advisor to senior clients and secures great feedback from clients
Decisive and directive delivery focus with a can do attitude , demonstrates both hard and soft skills
Coaches, mentors and motivates team and client staff , build trust and confidence through focus on quality and delivery
Effective at engaging with clients, extracting information, e.g., developing facilitation and communication skills
Responsible for ensuring project administration is up to date e.g., SoW, tagging, etc.
Business development
Ensures high levels of individual utilisation achievement in line with the levels expected as part of the goal setting process
Sells laterally and vertically when operating. Regularly identifies leads and converts them into opportunities and proposals
Builds relationships and has an effective network of client contacts at buying level. Leads marketing and prospecting activities to populate the sales funnel for specified accounts
Regularly participates in sales meetings. Builds relationships with client managers, applies competitive intelligence to further Wipro footprint in accounts
Leads smaller scale meetings with sales teams, leads proposal development to a high standard working with sales teams as appropriate
Contributes and leads RFP/RFI efforts by leveraging Wipros global footprint and end to end consulting capability
Consistently plays a key role in opportunity identification, raising potential pursuits to practice leadership team, helping them proactively in pursuits

Thought Leadership
Develops insight and develops point of view into chosen industry and technology trends, ensures they are shared with the wider practice/GCG in one of the various channels. Leads assignment thought leadership
Ensures a track record is written up of own assignment and, where appropriate, ensures it is written up as a case study. Responsible for ensuring use in sales

Contribution to Practice/Wipro
Continually delivers all Wipro admin in a timely manner (timesheets, appraisals expenses, etc.,) Demonstrates contribution to internal initiatives
Ensures the team leverages IP and knowledge assets from the central knowledge repository of Wipro and GCG and promotes reuse
Proposes new service offerings/capabilities
Contribution towards go-to-market solutions to deliver tangible business outcomes or breakthrough in industry segment
Coaches and mentors junior consultants
Monitors and curtails talent attrition
Drives engagement with other consulting and delivery teams to both enhance collaboration and help design and deliver tailored
Client solutions with desired impact
Demonstrates value by identifying and following through on innovation and thought leadership opportunities
Creates reusable IP/assets and makes self visible as a thought leader

Display

Strategic Objectives Parameter DescriptionMeasure
(Select relevant measures/ modify measures after speaking to your Manager)

Deliver growth in consulting revenues Support business performance for direct consulting against relevant quarterly/annual targets
Lead end-to-end sales cycle for specific pursuits
Improve quality of consulting by flawlessly leading/delivering strategic advisory/transformation engagements along with ownership of client expectation management, quality control and delivery assurance, issue management, client insight and value capture, work planning and execution, and effective client communications % Revenue Achievement (actual vs. target)
% of Personal Utilisation Achievement (against target)
No. of RFI/RFPs responses led/supported
No. of strategic advisory and transformation engagements delivered
No. of referenceable clients, testimonials
Average CSAT, PCSAT across projects

Generate Impact Enable pull through business/ impact for Wipro through front end consulting engagements/deal pursuit/client relationships Number and value of downstream opportunities generated/converted for GCG and larger Wipro

Grow market positioning Elevate Wipro positioning in existing accounts through thought leadership and actively contributing to clients strategic transformations
Lead the development of thought leadership/offerings/assets for the practice to support business growth Eminence and thought leadership demonstrated through content, citations and testimonials
Number of white papers authored, evidence of assets like Repeatable IP, Frameworks & Methods authored/contributed
Number of senior level thought leadership sessions/ roadshows with clients and industry forums delivered from the front

Provide consulting leadership to accounts

Generating growth and integration across the consulting services, growing client relationship profile and supporting the achievement of the Wipro-wide account objectives
Work with GCP/CCP/GCG Account Lead/Account team to grow consulting service portfolio, ensuring integration of propositions and collaboration across GCG Number of credible business side relationships built in client organizations
Number & $ value of integrated consulting deals supported

Grow the consulting talent Grow consulting team talent at B3 and below levels in line with business demand and in line with Consulting Competency Framework Meritocracy and Actions: Number of consultants rewarded/recognized
Cross-Skilling - Numbers of reporting consultants worked on joint projects cutting across the different practices within GCG
Self Development Min 32 hrs on training in a year. Combination of online and classroom.

Build the consulting community Individual contribution to People Development and Collaboration Effectiveness to the level expected of others performing this Role Distinct participation in and demonstration of:
Collaboration across GCG - through the contribution to cross-practice offerings, sharing of best practices/industrial/technological expertise, sharing of talent pool
Knowledge Management - Number of webinars/knowledge sharing/thought leadership sessions conducted, Number of Assets owned and contributed to Consulting Central

Mandatory Skills: ETRM Energy Trading and Risk Management.

Experience: 8-10 Years.