Job Description

We are looking for a Presales Consultant - Canada, based in Bangalore, who will be responsible for managing pursuit activities, including responding to RFP/RFIs, defining solutions, and leading bid strategies. This role also involves program management of pursuit activities, overseeing bid progress, and ensuring timely submission. Additionally, the position includes demand management responsibilities such as program managing demand generation activities, prospecting, and conducting market research. Furthermore, the role involves coordinating customer visits, planning visit logistics, contributing to visit content, leading customer presentations, and gathering background information on prospective clients.

Pursuit Management:

· Responds to RFP/RFIs and manages the entire bid process by preparing & deploying the bid plan

· Understanding and capture business and technical requirements to define an appropriate solution.

· Probes the customer and asks relevant questions to get the necessary clarifications on requirements

· Runs pursuit strategy along with pursuit team to establish WIN themes

· Lead bids/pursuit (proposal response) end-to-end by formulating and Working with the Sales, Delivery, Solution, Practices, Legal, Pricing and other partnering teams to create & deliver winning proposals

· Drive the qualification of the pursuits and win strategy for the deals that get qualified.

· Program Management of all aspects of pursuit from kick-off through Bid Submission

· Reviews progress as per the bid plan and takes corrective actions

· Integrates / assembles the response as per inputs received and ensures that response gets submitted as per timeline.

· Create an integrated pricing/P&L template to drive integrated efforts/pricing across multiple service lines in the bid

· Provide oversight to the pursuit, challenge the design decisions made and the pricing considerations, design the commercial construct for maximizing the win probability.

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Demand Management

· Program Manage the demand generation activities and campaigns through research and working closely with the BU DG Team, service lines and marketing team

· Prospecting and Market Research – industry and company specific analysis

· Work together with the sales and the delivery team to shape proactive themes for pipeline generation

· Conducts secondary research, gather intelligence, build a context or shape POV around diverse areas like accounts, personas or industry trends

· 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.

Customer Visit Management

· 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

· Collects background information of the prospective client through secondary sources for qualifying a lead

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Requirements:

•    Minimum of 6 to 9 years of experience in presales or related field
•    Bachelor Degree
•    Strong understanding of multiple industry sectors including BFSI, Energy, Manufacturing, Resources, Transportation, and Telecom
•    Proven track record in managing pursuit activities, including responding to RFP/RFIs and leading bid processes
•    Ability to capture and understand business and technical requirements to define appropriate solutions
•    Skilled in leading pursuit strategy and establishing WIN themes with the pursuit team
•    Experience in program management of pursuit activities from kick-off through bid submission
•    Proficiency in integrating and assembling bid responses and ensuring timely submission
•    Capability to create integrated pricing/P&L templates to drive efforts across multiple service lines in bids
•    Proficient in demand generation activities and campaigns, including prospecting, market research, and shaping proactive themes for pipeline generation
•    Strong coordination skills with internal and external stakeholders, including alliance partners, analysts, and marketing teams
•    Experience in planning and coordinating successful customer visits, including leading customer presentations and engagement activities
•    Ability to collect and analyze background information of prospective clients through secondary sources for lead qualification

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