Job Description

Wipro Technologies-USA is seeking a dynamic and experienced BPS Pre-Sales and Solutions Consultant within our BPS/BPO segment, specifically targeting the F&A sector. 

The BPS Pre-Sales and Solutions Consultant is responsible for supporting the Sales team in closing medium to Large sized deals in the Finance & Accounting LOB within BPS. He/she is responsible for supporting the sales team in winning the deal by putting together a solution (in collaboration with the SMEs) that addresses client requirements while ensuring Wipro?s interests are met.

Active involvement in the lead-to closure cycle for BPS by leading the following activities:

• RFx / Bid response
• Create pro-active proposals for clients in discussion with sales teams
• Coordination with all stakeholders (sales, solutions, operations, pricing, transition, technology, facilities et al) to ensure timely and high quality proposal submission
• Manage client visits at Wipro centers during lead to closure cycle

• The role will require acquiring thorough knowledge of Wipro’s capability and credentials in BPS and the existing solutions and offerings in this space.
• Act as a custodian of all go to market (GTM) decks and offerings in the BPO space.

Qualifications:

• Extensive experience in BPO pre-sales (bid management, due diligence etc.) managing global clientele will be a major advantage.
• Thorough understanding of sales cycles and buying process, funnel and pipeline management.
• Building proposals and interaction with internal delivery, finance, legal, HR, marketing teams in developing account specific communique.
• Pre-sales support in the form of responding to RFPs, RFIs, preparing proposals, presentations, creating research and business reports, handling client visits.
• Establishing processes & templates for streamlined responses to RFPs, RFIs or other customer touch points.

• Excellent communication skills is a key pre-requisite.
• Prior experience in Finance and Accounting LOB is mandatory.

Roles and Responsibilities:

• Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings
• Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other groups
• Aligning final solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions

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Commercial and Financial Responsibilities

• Preparing the BD spend estimate, schedule, work plan, resource/sourcing plan
• Understand and clearly define the input required to create cost estimates; Preparing the cost model estimates working with Service Delivery, Solution Management (if applicable) and to deliver the defined scope of services and contacts
• Works with internal teams and client representatives to create agreeable terms for documents such as MSA, NDA etc as part of SL offering
• Ensures legal, environment and other compliance as applicable in collaboration with the Legal, IMG, FMG and other support teams w.r.t the Service Line offering

Knowledge Management:

• Works on case studies to be published to the external world
• Creates collaterals, account dockets etc that can be reused by the team
• Creates standardized templates for replicating across RFPs

Functional Competencies:

• Applying Market Research - Developing
• Applying Client Research - Developing
• Commercial estimation and Financial modeling - Proficient
• Project Planning and Execution – Proficient
• Negotiation - Developing
• Proposal Writing - Expert

Desired Candidate Profile

• CA/ICWA or Post Graduate Preferred
• Minimum 15 Yrs + of Work Experience including min 6-7 years in F&A pre sales & solutioning.
• Strong verbal communication, interpersonal, influencing and persuasion skills
• Experience with Outsourcing in regards to Solution Planning/Deal Shaping preferred
• Exposure to Analytics/ Automation/ Technology/ Artificial Intelligence/ Robotics

• Experience in business development/ sales strategy/ proposal development would be a plus
• Strong commitment to delivering value to clients

• Strong business acumen and understanding of financials
• Penchant for sales in BPO/Industry
• Strong Client management experience
• Good adaptability to different and changing environments
• Good executive presence

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