Job Description

Role Overview

The Deal Execution Manager is responsible for end-to-end execution of complex, high-value pursuits, ensuring disciplined bid management, governance compliance, and delivery of high-quality, competitive proposals. The role partners closely with Sales, Solutions, Delivery, Finance, Legal, and senior leadership to drive winning outcomes, particularly for strategic opportunities valued at €/$10m and above across Western Europe.

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Roles and Responsibilities

• Own and manage the full bid lifecycle from proactive proposals and RFI/RFP receipt through to final submission, ensuring timely, structured execution and high-quality, fully compliant proposals that clearly articulate Wipro’s value proposition.
• Develop and drive a clear, differentiated win strategy for opportunities, based on deep understanding of customer needs, decision drivers, and the competitive landscape.
• Conduct competitor SWOT analyses and customer strategic-priority research to continuously sharpen pursuit positioning and strategy.
• Coordinate and craft a cohesive, compelling solution narrative aligned to client business objectives and own the end-to-end orals preparation process, including storyboarding, content alignment, rehearsals, and presenter coaching.
• Ensure 100% adherence to Wipro’s Opportunity Review Process for Western Europe, including Deal Qualification, DREF, pricing reviews, and Deal Status Reviews (DSRs).
• Act as custodian of the opportunity channel, managing access rights, maintaining strict version control, and ensuring secure handling of sensitive bid documents.
• Maintain accurate and up-to-date bid trackers, proactively identify risks and issues, and communicate clear RAG status for each opportunity.
• Serve as the single point of contact (SPOC) for all customer-facing interactions during active pursuits, coordinating workshops, clarification calls, site visits, presentations, and travel approvals.
• Ensure Wipro leadership and key stakeholders are informed at every stage gate through structured updates, including Plan-on-a-Page and RAG reporting.
• Build strong cross-functional relationships across GBLs, Solutions, Delivery, Finance, Legal, and HR, proactively resolving blockers within 24 hours.
• Coordinate with Finance to ensure timely, accurate, and competitive pricing and commercial models, including outcome-based, managed services, consumption/cloud-based, and hybrid models.
• Work proactively with Legal and relevant stakeholders to ensure contractual, compliance, and MSA requirements are met and aligned with Wipro standards.
• Conduct detailed win/loss analysis for all opportunities ≥ €/$10m and share key learnings to improve future bid effectiveness.
• Proactively pursue continuous learning, completing at least one relevant training or certification annually, and build strong understanding of Wipro AI offerings, tools, and accelerators.

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Skills and Experience Required

• Excellent communication and time management skills
• Ability to handle multiple senior stakeholders from sales/practice and facilitate collaboration
• Proven experience in bid management, deal execution, or pursuit management for large, complex technology or services deals
• Strong understanding of deal governance, commercial constructs, and contractual frameworks
• Ability to develop and articulate clear win strategies and compelling solution narratives
• Strong analytical capability, including competitive analysis and risk assessment
• Experience working in complex, matrixed, cross-functional environments
• High attention to detail, strong organisational skills, and ability to operate under tight deadlines
• Familiarity with AI-enabled solutions, tools, and accelerators is an advantage
• Commitment to continuous learning and staying current with industry best practices

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