Associate Vice President

The Pre-Sales Practice Head 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 Wipros 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 Wipros 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

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

Post Graduate Preferred

Minimum 15 Yrs + of Work Experience including min 10 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