Presales Manager - BFSI

Job Description for Presales Consultant:

The Pre-Sales Consultant is responsible for supporting in identifying opportunities and closing all types (single GBL/multiple GBL) and size (small/medium/ large) of deals. Responsibilities of this role includes end to end ownership of the proposal solution, bid management, GBL integration, commercial models (Pricing), Client Hosting, Proactive pitches, demand generation, research and analysis. The requirement is to work across multiple industry sectors, client profiles and deals cutting across the entire breadth of Wipro services.

• Owns bid management end to end, right from initial RFI / RFP till submission and handover to delivery in a smooth and streamlined manner as per the defined bid plan
• Understanding and capture business and technical requirements to define an appropriate solution.
• Would be involved in bid storyboarding, bid proposal creation, Bid pricing and final bid submission within deadlines.
• Would be required to work with the multiple GBLs, Technology practices, Delivery to get the integrated bid proposal created
• Ability to understand RFP & customer requirements, map the right solutions, identify win themes and competitive differentiators to put a winning proposal
• Own end-to-end pricing, understand the various price optimization levers to help put up a competitive bid price
• Work with the legal team to ensure all the terms and conditions are signed off and legal approval is in place before the bid is submitted.
• Work on the contracting documents including MSA, SOW, NDA and others
• Need to support sales and field force with all business development activities, collaterals, customer support, presentations.
• Actively work with the field force in generating leads and winning new business

Collaborate with practices to create business collaterals, value prop documents

Roles & Responsibilities:

Prospecting and Market Research – industry and company specific analysis

• Standardizes processes for customer visits
• Plans the entire customer visit and coordinates with multiple stakeholders to make the customer visit a success
• Contributes to the design of the memorabilia and other content that will be used during the client visits
• Leads customer presentations and participates in other customer engagement activities
• Coordinates with alliance partners, analysts and internal teams to generate leads and achieve a state of preparedness to respond to RFPs and also to build the Wipro brand.

Knowledge Management:

• Focuses on activities like research to build further capability in the team
• Creates collaterals, account dockets etc. that can be reused by the team
• Creates standardized templates for replicating across RFPs
• Work on case studies with the help of Delivery Managers to be published internally and possibly to the external world
• Works closely with marketing team and service lines teams to build and maintain the website

Personal Development and Competence Building:

• Identifies priority developmental competencies and seeks coaching support
• Focuses on all round development that includes competency building in areas of Functional, Domain, Technology, Process and Behavioral skills

Creates individual development plan on the IDP portal to achieve personal and career development objectives in agreement with manager

Qualifications:

Essential Qualifications:

• Should have worked as a pre-sales consultant handling bids independently in IT Services space
• Should have appreciation of diverse technologies and disciplines to enable working across diverse opportunities
• Ability to create quality content, write crisp and high quality proposal responses
• Good written and verbal skills in English
• Should be conversant with financial numbers and excel sheets, MS word and powerpoint.
• Delivery management of IT services projects/programs preferred.
• Ability to work in a highly collaborative environment
• Presales experience in Insurance (P&C or L&A), Capital Markets would be preferable
• Experience: 7-10 Years.