Job Description

Role Purpose

The Deal Execution Manager plays a pivotal role in driving the successful execution of strategic pursuits and complex deal opportunities across the sales lifecycle. Acting as the central orchestrator between Sales, Solution, Delivery, Finance, Legal, and Operations teams, this role ensures high-quality deal management, seamless customer engagement, and disciplined execution from opportunity qualification through proposal submission and deal closure.

The role combines pursuit management, commercial governance, solution coordination, and operational excellence to improve win rates, accelerate deal closure, enhance customer experience, and strengthen Wipro's competitive positioning. The current role is positioned around leading deal qualification, RFP execution, solution integration, commercial management, and high-value enterprise pursuits.

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Key Responsibilities

1. Deal Pursuit Leadership & Customer Experience

• Manage the end-to-end deal pursuit process for strategic opportunities, ensuring alignment across all stakeholders.
• Drive disciplined governance throughout the sales cycle, from qualification and discovery through proposal submission and closure.
• Ensure a high-quality customer experience across all deal interactions, workshops, presentations, and proposal activities.
• Coordinate solution development, commercial alignment, and executive reviews to increase pursuit effectiveness.
• Monitor deal progress, proactively identify risks, and resolve execution challenges to maintain momentum.

2. Bid Management & Commercial Governance

• Report and govern bid budgets while ensuring end-to-end visibility of pursuit investments and expenses.
• Coordinate proposal planning, costing, pricing, approvals, and commercial reviews.
• Partner with Sales, Finance, and Delivery teams to ensure commercially viable and competitive deal structures.
• Track pursuit performance against financial objectives and continuously improve bid efficiency.
• Drive disciplined financial governance throughout the deal lifecycle.

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3. Pursuit Team Leadership & Capability Development

• Organize and lead cross-functional pursuit teams across multiple service lines and business units.
• Facilitate collaboration among sales, delivery, solution, finance, legal, and operational stakeholders.
• Capture lessons learned and institutionalize best practices to improve future deal performance.
• Develop talent through coaching, mentoring, and knowledge-sharing initiatives.
• Build a culture focused on collaboration, continuous learning, and execution excellence.

4. Deal Execution Excellence & Productivity Enhancement

• Drive operational excellence across pursuit management processes and governance frameworks.
• Improve productivity and effectiveness of sales and delivery teams through streamlined deal execution practices.
• Ensure adherence to established methodologies, compliance standards, and quality requirements.
• Promote standardization, automation, and process optimization across pursuit activities.
• Support continuous improvement initiatives that accelerate deal closures and enhance execution quality.

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5. Solution Governance & Strategic Pursuit Support

• Coordinate end-to-end RFP, RFI, and RFQ execution to ensure timely and compliant submissions.
• Facilitate solution reviews, pricing discussions, risk assessments, and executive governance checkpoints.
• Ensure alignment between client requirements, solution scope, commercial commitments, and delivery capabilities.
• Support strategic pursuits through structured pursuit planning and executive stakeholder engagement.
• Drive continuous improvement of solutioning and pursuit governance methodologies.

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Qualification & Experience

• 10+ years of experience in deal management, pursuit management, pre-sales, bid management, program management, or solution leadership roles.
• Proven experience managing complex RFPs, RFQs, RFIs, and large-scale strategic pursuits.
• Strong understanding of commercial modelling, pricing strategies, deal governance, and pursuit management.
• Demonstrated ability to coordinate cross-functional teams across sales, delivery, finance, legal, and operations.
• Experience working within global delivery and enterprise solution environments.
• Exceptional stakeholder management, communication, facilitation, and negotiation skills.
• Strong analytical and problem-solving capabilities with a focus on execution excellence.