Solution Architect

Overview:
**Job description**:
The Pre-Sales Consultant is responsible for supporting the Sales team in closing medium to Large sized deals in the Finance & Accounting LOB within BPS. He/she is responsible for supporting the sales team in winning the deal by putting together a solution (in collaboration with the SMEs) that addresses client requirements while ensuring Wipro’s interests are met.

**Active involvement in the lead to closure cycle for BPS by leading the following activities**:

- RFx / Bid response
- Create pro-active proposals for clients in discussion with sales teams
- Coordination with all stakeholders (sales, solutions, operations, pricing, transition, technology, facilities et al) to ensure timely and high quality proposal submission
- Manage client visits at Wipro centers during lead to closure cycle
- The role will require acquiring thorough knowledge of Wipros capability and credentials in BPS and the existing solutions and offerings in this space.
- Act as a custodian of all go to market (GTM) decks and offerings in the BPO space.

**Qualifications**:

- Extensive experience in BPO pre-sales (bid management, due diligence etc.) managing global clientele will be a major advantage.
- Thorough understanding of sales cycles and buying process, funnel and pipeline management.
- Building proposals and interaction with internal delivery, finance, legal, HR, marketing teams in developing account specific communique.
- Pre-sales support in the form of responding to RFPs, RFIs, preparing proposals, presentations, creating research and business reports, handling client visits.
- Establishing processes & templates for streamlined responses to RFPs, RFIs or other customer touch points.
- Excellent communication skills is a key pre-requisite.
- Prior experience in Finance and Accounting LOB is mandatory.

**Roles and Responsibilities**:

- Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings
- Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other groups
- Aligning final solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions

Commercial and Financial Responsibilities
- Preparing the BD spend estimate, schedule, work plan, resource/sourcing plan
- Understand and clearly define the input required to create cost estimates; Preparing the cost model estimates working with Service Delivery, Solution Management (if applicable) and to deliver the defined scope of services and contacts
- Works with internal teams and client representatives to create agreeable terms for documents such as MSA, NDA etc as part of SL offering
- Ensures legal, environment and other compliance as applicable in collaboration with the Legal, IMG, FMG and other support teams w.r.t the Service Line offering

Knowledge Management:

- Works on case studies to be published to the external world
- Creates collaterals, account dockets etc that can be reused by the team
- Creates standardized templates for replicating across RFPs

Functional Competencies:

- Commercial estimation and Financial modeling - Proficient
- Project Planning and Execution - Proficient
- Negotiation - Developing
- Proposal Writing - Expert
- CA/ICWA or Post Graduate Preferred
- Minimum 12-15 Yrs + of Work Experience including min 6-7 years in F&A pre sales & solutioning.
- Strong verbal communication, interpersonal, influencing and persuasion skills
- Experience with Outsourcing in regards to Solution Planning/Deal Shaping preferred
- Exposure to Analytics/ Automation/ Technology/ Artificial Intelligence/ Robotics
- Experience in business development/ sales strategy/ proposal development would be a plus
- Strong commitment to delivering value to clients
- Strong business acumen and understanding of financials
- Penchant for sales in BPO/Industry
- Strong Client management experience
- Good adaptability to different and changing environments
- Good executive presence