Presales Consultant - Technology Products and Platforms
Wipro
Bengaluru, Karnataka, India
Job Description JD Below: Objective/Purpose: Pre-Sales Consultant is responsible for supporting the sales team in winning the deal, by developing proposals for deals meeting client requirements. RFP Management / Bid Management: Presales person Creates Deal Summary and Win Strategy with inputs from SMU/GBL Sales teams Senior Presales person should be able to enable Qualification of deals with right, neutral and unbiased view. Junior Presales person should learn and follow through in smaller deals Onboards resources with help of GBL teams and manage Bid Budget Collaborate and engage with GBL Solution Architects and Marketing to build a winning proposition Project manages the entire bid process by preparing and deploying the bid plan Identifies the teams / experts to be reached out to for contributing to the bid Collaborates with multiple stakeholders for getting inputs as per plan Reviews progress as per the bid plan and takes corrective actions Publishes RAG status and reporting every day with actions and date to be completed Integrates / assembles the response as per inputs received and ensures that response gets submitted as per timeline. Solution Definition / Integration: As a Sector / Account specific Presales Lead, own the overall proposal Deliverables include RFP Q&A, Estimation, Proposal document (word), Oral Presentation (ppt) and SOW (word) Builds storyboarding addressing specific ask of the customer, create sample template (reuse from other Gold standard proposals) and from a Technology Industry standpoint in all proposals Works with service lines to create the proposal for Software Development, Data Science, Support, Customer Experience and Digital pursuits. Previous experience / exposure to Digital and Data proposals preferred Works building collaterals with Sales both farming and hunting sales teams and Service line Sales Team with priority on multi Service Line deals For account specific presales , provide the account specific context, curate customized proposal contents from them Presales lead Sales – Collaborate with GAE/ CP to identify areas of customer interest and customer vision and do proactive pitching to customer Probes the customer and asks relevant questions to get the necessary clarifications on requirements and conveys the same to the solution teams Roles & Responsibilities: Commercial Architecting / Estimation: Builds commercial models for deals including RLS and input in qDPS Works in collaboration with the BFMs to determine the deal price and margins. Coordinates with the different Service Lines and Delivery teams for the commercial estimates SOW, Contracting Documents Overall ownership to lead to SOW life cycle (Hunting + new Opportunities in Farming) Identify, track and bring all key stakeholders attention on the top 10-12 Deal specific Clauses and take them to closure aligning to Approval Matrix and GAE/ Client Partner Ensure legal deliverables with red lining are ready for submission Qualifications: MBA
