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Title: Director Solutions
Wipro Limited (NYSE: WIT, BSE: 507685, NSE: WIPRO) is a leading technology services and consulting company focused on building innovative solutions that address clients’ most complex digital transformation needs. Leveraging our holistic portfolio of capabilities in consulting, design, engineering, and operations, we help clients realize their boldest ambitions and build future-ready, sustainable businesses. With over 230,000 employees and business partners across 65 countries, we deliver on the promise of helping our customers, colleagues, and communities thrive in an ever-changing world. For additional information, visit us at www.wipro.com
| Responsibilities: | |||||||||
| 1. Perform the duties of a technical solution engineering leader focused on Network Manage Services fro telco enterprise bsuiness focused on legacy and modern network solution alongwith other solutions like IoT, 5G, end user, hybrid cloud. | |||||||||
| 2. Respond to RFPs and contribute towards response documents by analyzing, inferring, and interpreting customer requirements and mapping into respective network solutions. | |||||||||
| 3. Identify opportunities for transformation for customers by analyzing current network infrastructure, and network operating state. | |||||||||
| 4. Develop a target operating model, support staff sizing based on defined guidelines, and considering the unique requirement of end customers. | |||||||||
| 5. Prepare bill of materials for network opportunities for leading networking OEMs Cisco, Juniper, Aruba, etc. based on customer requirements. | |||||||||
| 6. Participate in customer discussions, and workshops to identify customer requirements, and area of improvement and develop a suitable network solution. | |||||||||
| 7. Perform site visits, customer solution defense, and walkthroughs to explain and defend the network solutions created in response of customer requirements. | |||||||||
| 8. Liaison with various account teams within the organization and develop proactive network solutions, setting transformation roadmap . | |||||||||
| 9. Work with the Sales team, and OEMs, developing promotional and Go-to-Market materials. | |||||||||
| 10. Become the trusted advisor for the customer in the area of networking. | |||||||||
| 11. Constantly explore areas of improvement and win strategies for network pre-sales opportunities across multiple industry verticals. | |||||||||
| 12. Explore additional solutions and services for Telecom enterprise customers like IoT, 5G, hybrid cloud, security etc with support from respective proactices but anchored by self. | |||||||||
| Skills: | |||||||||
| 1. Minimum 15 years of experience in the Networking area with focus on managed network services and related solutions. | |||||||||
| 2. CCNP / CCIE level certification or equivalent | |||||||||
| 3. Experience in responding to large networking RFPs including proposal writing, SoW redlining, Contract negotiation, pricing response, Solution Orals | |||||||||
| 4. Experience in providing network solutions for RFPs led by third party analysts such as ISG, Gartner etc. | |||||||||
| 5. Willingness to work in multizone under strict deadlines | |||||||||
| 6. Excellent understanding of cloud networking, wireless solutions, routing and switching technologies | |||||||||
| 7. Fair understanding on network security, voice and collaboration platforms | |||||||||
| 8. Good point of view on overall network industry trends and technology developments. | |||||||||
| 9. Good Presentation skills, positive attitude and flexibility. | |||||||||
| 10. Expertise in RF combining systems, DAS, and antenna subsystem design. | |||||||||
| 11. Demonstrated experience in dealing with multiple projects across various sales teams. | |||||||||
| 12. Ability to work with cross functional teams and lead new offering development over entire life cycle from conceptualization to client adoption with ownership | |||||||||
| 13. Excellent communication skills including orals, written and presentation | |||||||||
| 14. Good interpersonal skills for working with customers, internal stakeholders etc. | |||||||||
| 15. Understanding of Telco B2B operating models will be an advantage. | |||||||||
| 16. Understanding of other solutions on top of network. | |||||||||
Job Description
Role Purpose
The purpose of the role is to create and drive business and growth of the Sub-Practice through demand generation, solution evangelization, delivery execution and capability development.
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Do
1. Develop and deploy business strategy for the Sub-Practice aligned to the SL and Practice strategy
a. Establish Focus Areas, business priorities and portfolio choices for the Sub- Practice
i. Interact with the clients, advisors, partners and Wipro BUs to understand market trends, client expectations, competition offerings and solutions in the market
ii. Review the current practice portfolio and solution or client propositions provided to the clients
iii. Anticipate the future trends and capabilities/ solutions required by the market
iv. Synthesize the multiple inputs to develop the competitive service offerings and priorities
v. Interact with BU/ Geography leadership and sales team to drive strategic focus on the sub-practice
vi. Develop business plan for the sub-practice aligned to the revenue targets of the Practice/ SL
vii. Develop resource / manpower plans for the Sub-Practice aligned to the growth strategy and confirmed / pipeline opportunities
b. Drive strategic partnership with the key Vendor Partner (SAP/Oracle/MS etc.)
i. Align the business growth plans over the next 2-3 years with the vendor’s (MS/SAP etc.) business strategy
ii. Nurture vendor relationships to affect technology collaboration and combined go-to-market partnership opportunities
c. Review and drive the execution of the strategy and business plan for the Sub- Practice
i. Monitor demand pipeline MIS and conduct regular cadence calls with the sales teams to review target achievement.
ii. Support BU/ Geography sales teams by bringing the technical expertise and thought leadership to influence and shape client’s thinking of the solution
iii. Conduct regular cadence calls and dashboard reviews to review delivery and people metrices
iv. Conduct monthly review for key accounts with Delivery Unit teams (for SL/DU)
v. Interact and engage with the client leadership to communicate and update progress against account plan, project delivery etc.
vi. Participate in regular business reviews with Leadership and share Practice performance across revenue, growth, operational and capability parameters
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2. Drive focus on demand generation through market differentiation
a. Drive Go-To-Market strategy for the Sub-Practice
i. Lead the shaping of value proposition and branding of the sub-practice to aid selling
ii. Direct the team to make effective decisions regarding target markets, offering, distribution and client relationship management
iii. Help prioritize and budget for marketing related events and activities
iv. Lead development of product marketing plan and business case for key offerings to enable solution led sales
v. Identify push and pull tactics to be used for demand generation
b. Educate sales teams, BU client servicing team and client teams about sub-Practice’s offerings and differentiation
c. Drive building of sales pipeline through upstream Consulting services
i. Build Advisory and Consulting capabilities in identified technical and functional domain areas for niche differentiation
ii. Grow consulting led sales to develop higher value revenue streams
d. Drive positive market perception through Thought Leadership in own domain
i. Manage relationships with Analysts and Industry groups in order to proactively shape market’s perception of Wipro’s strength in the practice domain
ii. Formalize and drive targets for analyst rankings, client testimonials and partner credits to attain market referencability and recognition
iii. Represent Wipro in industry forums in the practice domain (e.g. Microsoft/ SAP etc.) to gain and retain high mindshare of key vendor partners
iv. Be the voice of Wipro’s Thought Leadership in the Practice domain by speaking in industry forums, seminars, writing blogs, articles, whitepapers etc.
v. Partner with BUs and alliance partners to conduct events, develop presentations or other materials to present thought leadership in client forums
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3. Drive focus on revenue and growth
a. Collaborate with SL /Practice Leaders to proactively mine existing client accounts to increase account run-rates and convert competition share
b. Plan, track and forge growth via new account opening. Support sales hunting effort to acquire new logos
c. Drive Pre-Sales processes to help increase win-rate and generate new revenue
i. Lead dedicated and integrated (with SL/ Practice) pre-sales to bring in industry, functional and commercial specialization to deals
ii. Consult with architects and senior level IT managers to assess and enhance current solution strategies and pre-sales material
iii. Guide the team to design appropriate solutions for client proposals and produce clear, concise and technically accurate responses to RFPs
iv. Approve key proposals and RFP responses before submitting to clients
v. Work with sales team to provide pre-sales support activities such as RFP response, doing use case demonstrations, and participating in the customer calls to sell solutions
d. Structure high value/ strategic deals (for Sub- Practice DU)
i. Engage across multiple capabilities/ ecosystems to structure the solution and the deal
ii. Engage with advisors to seek input and strengthen the deal with differentiated and value-added offerings
iii. Interact with client to keep them engaged in the development of the solution and the deal
iv. Lead negotiations on commercial terms for them to ensure revenue flow and profitability
e. Drive Alliances and Partnerships charter to increase inorganic growth
i. Work with Strategy group to evaluate vendor partners for M&A and partnership related opportunities
ii. Identify and suggest on ventures investments to create deeper market penetration opportunities
iii. Develop and maintain 360-degree transactional and strategic relationships with alliance partners
f. Drive revenues from Solutions and IPs
i. Develop revenue plan via solutions, enable tracking and management of the plan
ii. Review and approve business case and investment for IPs and solutions. Envision viable proof of concepts
iii. Plan and drive targets from sales of SaaS based offerings
g. Monitor and review the execution of deals in the Sub-Practice DU as per defined quality and process standards
h. Track and review revenue across stages from order booking to order fulfilment to invoicing to revenue realization for own practice
i. Support in managing and resolving complex client escalations to mitigate revenue leakages or opportunity losses
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4. Lead Delivery Assurance and Delivery Management in the sub-Practice
a. Conduct due diligence for the proposals/ deals to ensure feasibility and assurance of delivery
b. Review effective technical scope management and solutioning in the sub-practice
c. Review the delivery plans and partner with the Practice Delivery Head (PDH) s to ensure alignment with the growth strategy
d. Monitor and review delivery dashboards/ MIS and key metrices (utilization, onsite/offshore billing, billing efficiency etc) across Practice to track progress and identify potential red flags
e. Manage and support resolution of client escalations related to delivery for projects in the Practice DU
f. Plan and drive initiatives and actions to be taken up at a Practice level to achieve cost optimization and improve service standards
g. Drive development of a framework to kick-start a project with a client (or BU) to ensure green start and maintenance
h. Drive assembly of the right team for the deliver on an engagement by providing clarity and support to delivery/WMG team in identification of appropriate resources for client interfacing roles as required
i. Drive delivery led growth across projects by leveraging differentiated value propositions and value add offering for a higher share of client’s business
Reinvent your world. We are building a modern Wipro. We are an end-to-end digital transformation partner with the boldest ambitions. To realize them, we need people inspired by reinvention. Of yourself, your career, and your skills. We want to see the constant evolution of our business and our industry. It has always been in our DNA - as the world around us changes, so do we. Join a business powered by purpose and a place that empowers you to design your own reinvention. Come to Wipro. Realize your ambitions.
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