Role Purpose
Practice Pre-Sales Head is responsible for driving the funnel in the concerned practice and provide the necessary support in terms of technical expertise to the Sales and Pre-Sales teams for closing opportunities. The Practice Pre-Sales Head enables the sales effort by driving the team to create solutions that address customer requirements. The Practice Presales Head is also responsible for competency development of the team and maintaining relationships with OEMs.
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Do
Strategy Development / Deployment
Proactively drives the strategic funnel by getting involved in proactive win strategy, pricing and differentiation discussions.
Deal Architecting
Structures large / medium complexity deals from the financial, delivery, solution etc angles
Contributes to decisions on the pricing model for the deal if required
Conducts impact analysis by considering different variables eg: impact of rebadging people across multiple geographies etc
Decides on alliance / partnerships required to execute the deal at a global level
Identifies win themes and creates a winning proposition by considering different aspects required to execute the deal
Solution Integration / Generation
Provides insights during the solution generation process to ensure alignment with the customer requirements
Provides an industry perspective to ensure that Wipro's solution is technologically competitive
Presents / defends the solution / proposal in front of the prospective client and handles queries (along with other members of the team)
Showcases Wipro's recommended solution as a strategic fit with the customer's business / requirements
Delivery Transition
Ensures that the team effectively completes transition of the successful deals to the delivery teams for the Practice area
Contract and Compliance Management
Ensures compliance to various terms and standards
Commercial Architecting / Estimation
Works in collaboration with the BFMs to determine the deal margins
Develops understanding of the competitor pricing strategy and applies the same during estimation
Customer Management
Participates in presentations and interactions for the critical customers
Ensures differentiation in response to RFPs and RFIs by providing a value proposition to customers
Demand Generation
Facilitates client solutions & sales on proactive engagements in the existing & new accounts in terms of providing case studies, capability documents and presentations.
Enables internal teams on new practice offerings to generate business opportunities in new technology areas.
Knowledge Management
Ensures that team creates white papers on new innovative solution in key technology areas in the Practice
Proactively engages with analysts to enhance knowledge development in the team
Ensures standardization of solution documents/catalogues and pricing templates
Ensures knowledge sharing and capability building of other teams in new technology areas
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Team Management
Sets goals for team members based on level and competence
Provides coaching support to team members to bridge identified development gaps
Drives organization capability/cadre building within the team
Aligns team's expectations with organizational realities
Completes all required organizational processes wrt the team within the agreed timelines viz. yearly review, goal setting etc.
Allocates work to the respective team members based on the RFP requirements and employee's area of expertise
OEM / Alliance Relationship Management
Consistently engages with OEMS, Work with OEM Alliance teams for all the pre-sales cases ensuring best in class solution and right infra sizing and pricing Understands new OEM offerings and creates win themes for the practice
Ensures knowledge sessions/training for the team through OEM"
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