Job Description

Role: Senior Manager – Presales

Location: Bengaluru preferred

Job Description

Manager/Senior Manager Presales is responsible for supporting the Sales team in solving complex, multi-service line, or large deals for the Consumer, Retail & Lifesciences Services industries within A1 Strategic Market Unit. The incumbent is also responsible for mentoring junior Deal Execution Managers as well as managing & reviewing multiple deals being executed by the team.

R͏ole & Responsibilities

RFP Management:

• Pursue and win 10M+ multi-service line deals.
• Create a Deal Summary and Win Strategy with inputs from SMU and GBL leaders
• Anchor & lead end-to-end solutions process for pursuits – with GBL/Practice SME and Marketing
• Project manage the entire bid; track and publish RAG and risks; take corrective action
• Ensure submission on time 

Solution Integration:

• Own the overall integrated solution as the SMU SPoC, while collaborating with GBL sales, practice, delivery, and domain consultants to craft the solution
• Build solution storyboards with inputs from all stakeholders - ensuring a compelling response.
• Probe the customer and ask relevant questions to get the necessary clarifications.
• Be accountable for the completion of the integrated solution. Collaborate across Wipro to get the most competitive solution. Curate, customize and optimize the content to align with the customer’s ask.
• Align the final solution architecture with final terms and conditions.
• For account-specific pre-sales – provide the account context.
• Defend the solution in front of customers.
• Manage the legal review process; highlight the top deal clauses and manage the approval process.

Estimation & Commercial

• Coordinate with GBL/practices/delivery for estimation
• Work with BFM to get deal price & margins.
• Engage in various commercial model scenario building.

Sales Enablement:

• Help own initiatives to drive GTM and geo pipeline and OB targets
• Proactively works with Account and Hunting Sales Leaders and SMEs to come up with specific offerings based on market demand and execute proactive pitching
• Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other groups.
  Work closely with Cluster Leads and their Client Partners to identify proactive pitches and submit solution proposals

Team management & Bid Leadership

• Manage and mentor junior members
• Monitor the execution of multiple bids managed by members of the team; coach and step in when needed
• Help improve the velocity and quality of the team by levers like knowledge repositories; and reusable toolkits/playbooks.

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Desired Candidate Profile

• Engineering /MBA (full time) or Post Graduate Preferred
• Minimum 12 years of Work Experience
• Preferably 6+ years in pre-sales & solutions.
• High-level understanding of various offerings in digital, data, cloud, run & change, and infrastructure technologies and DO&P offerings.
• Excellent understanding of enterprise IT especially in the world of financial services 
• Excellent understanding of IT delivery models and pricing models
• Presales Solutioning and Bid Management
• Team management experience
• Have the knack for creating out-of-the-box solutions, running multiple deals, working with, and driving consensus with diverse teams, and delivering on proposals and proactive pitches.
• Excellent organizational and analytical skills
• Strong structured problem-solving and insight development skills
• Excellent attention to detail and high capacity to take calculated risks.
• Excellent written & verbal communication, interpersonal, influencing and persuasion skills. 
• Excellent business acumen and understanding of financials. 
• Penchant for sales in Consumer, Retail, Lifesciences Services industry 

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