Presales Consultant

About The Role  

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. She/he is also responsible for mentoring junior Deal Execution Managers as well as managing & reviewing multiple deals being executed by the team.

Key Roles & Responsibilities

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 customers 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,BFM for deal pricing & margins and commercial model scenerio

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
- 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

Qualifications

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