Senior Manager - Presales & Solutions

Job description

**Job description:** The Pre-Sales Consultant is responsible for supporting the sales team in closing medium to Large sized deals in the Alternative investments 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 Wipro’s 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:** - 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 Private equity/related 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 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:** - Applying Market Research - Developing - Applying Client Research - Developing - Commercial estimation and Financial modeling - Proficient - Project Planning and Execution – Proficient - Negotiation - Developing - Proposal Writing - Expert **Desired Candidate Profile** - Graduate/Post Graduate/MBA - Minimum 5-6 Yrs+ of Work Experience in Capital Markets (i.e. Hedge, Pension funds, loans, Private equity, private credit, trading etc.) pre-sales & solutioning. - Should be actively involved in developing artifacts to enhance practice repository including developing end-to-end process flows, SIPOC etc. - Strong experience in creating PowerPoint presentations - Strong verbal and business communication skills, with the ability to articulate complex AIMS concepts to stakeholders. - 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